Value and Values are not the Same

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The senior sales executive at a client asked to meet with me not too long ago to discuss how to improve his sales force’s execution in the field. His complaint was that his direct reports were not performing at the level required to meet the aggressive quota established by senior management and the board of […] [Read More]
Categories: General

I am in HR – My Role is Compliance

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On a recent flight to the Western States on business, I was joined by a group of women who were heading to Los Angeles for a trip to Disney. Based on their animated and excited conversations, I was not certain if this was a Bachelorette Party or friends that were all taking a childless vacation […] [Read More]
Categories: General

Process of Becoming a Guru

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A recent article posted on the website Open Forum, an American Express site focused on small business issues (http://www.openforum.com/articles/3-keys-to-becoming-an-industry-authority?extlink=em-openf-SBdaily ), there was an article addressing tips and techniques to becoming a known expert or industry authority.  The article was written by James Clear, the Founder of Passive Panda, a consulting firm addressing business strategy and entrepreneurial issues […] [Read More]
Categories: General

What Changed?

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Over the years, I have been struck by how much sales training is delivered – and how often it is sub-optimal. I have spoken with numerous leaders about this fact to confirm my insight. After all of that, I have to ask  two questions that I think really encapsulates many of the discussions I have […] [Read More]
Categories: General

Ego Getting In The Way

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Each week I have the privilege of working with the finest executives, sales people, and business professionals across numerous industries helping them improve their skills across a wide variety of competencies. For years, while my children were growing up, weekends were spent coaching youth sports and helping them develop skills in athletics. Every now and […] [Read More]
Categories: General

When an Employee Leaves

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Over the course of any employee-having business’ lifetime, there are bound to be those times when an employee leaves the company.  Some of the time it is because they are removed from their employment by the employer (fired). In those instances, it is more common for both parties to want to separate from each other […] [Read More]
Categories: General

Is Vulnerability the New Strength?

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Not too long ago I found myself agreeing to a partially funded trip out to Las Vegas courtesy of Hilton Grand Vacations to get some much needed rest and relaxation. In exchange for the partially subsidized trip, I had to consent to participate in a one-hour presentation/tour of a time-share property that Hilton wished to […] [Read More]
Categories: General

Talk Show Truths

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Ordinarily, business people do not find the morning talk shows and gabfests to be places of enormous business insight. More often, these shows are mildly entertaining and perhaps expose a side of humanity that most viewers find even more outlandish than their own. However, every now and again; there are moments of wisdom that one […] [Read More]
Categories: General