Home Archive by category "Leadership & Management"
The job of the Leader becomes challenging to try and prevent chaos. How are you going to help your team and all those impacted (and potentially not impacted but fearful they will be) to be not only comfortable but embrace possible changes?
October 10, 2019
In the past, it was common for just two age groups to be represented in the workplace. There were long-serving, old-timers and ambitious newcomers. With people living longer and retiring later just as younger generations are taking their first jobs, for the first time ever, four generations coexist in the workplace – Baby Boomers, Generation X, Generation Y/Millennials, and Generation Z. Broadly speaking, each one has its own set of preferences, styles, perspectives, and experiences.
August 12, 2019
I personally developed my list of “The 10 Steps for On-Boarding/Developing First Time Managers”. If you would like a copy of this list, please reach out to me and I’ll be happy to share.
June 09, 2019
In my last communication, I talked about my philosophy of “Sitting on the Same Side of the Table as Your Customer”. I explained a bit of what that philosophy entailed. I mentioned that it ties back to a Collaborative Selling process I developed.
April 17, 2019
One of the things I enjoy doing is listening to and reading what other thought Leaders have to say. When it comes to Leadership, one of those I like is Simon Sinek
February 21, 2019
One of the biggest complaints I hear when I work with clients is with respect to meetings. I’m guessing this will be familiar to many of you. Meetings are a waste of time. They take too long. We have too many meetings….
October 08, 2018
In my last blog, I said I’d provide a bit of a summary and some other key tips on helping your employees focus on being part of the solution and feeling motivated, empowered and excited about leading Change Management initiatives within your organization. Some key tips are:
September 25, 2018
In my last blog, I spoke about how in my workshops, the front line Managers, Supervisors and Individual Contributors form Initiative Teams and develop action plans to lead Change Management in their organization.
September 12, 2018
We left off with throughout an organization, from the CEO to the front line staff, typically identification of what the problems are is similar. The question becomes how do you get everyone within an organization to be part of the solution?
August 21, 2018
One of the key shifts for front line Managers, Supervisors and Individual Contributors is shifting from identifying the problems to not only recommending but becoming a key part of the solution.
August 08, 2018
In my last blog, we talked about the “C” in my LACE system for overcoming objections, handling questions and concerns. In this blog, we’ll talk about the “E”. It’s the last step to help you not only close more sales but more profitable sales. Using this methodology was a key factor in helping me increase my sales close rate from roughly 33% to 75%.
July 12, 2018
In my last blog, I shared with you the “A” step in my LACE process for handling questions and concerns. In today’s blog, I’ll share with you the “C” step.
July 11, 2018
Last time, I shared more about my LACE Objection Handling Process. This month, I’d like to talk about the “A” in the process. I believe it’s the most difficult to do and the most critical to the success of the process.
July 10, 2018
In my last article, we started talking about how to view objections and what to do to be in a position to resolve them. We talked about viewing them as questions and concerns versus objections. We also talked about the importance of creating an environment in which your customer is willing to share their questions and concerns.
July 09, 2018
Overcoming objections. To me even the term is a misnomer. If your perspective is you need to overcome objections, I believe you put yourself at a disadvantage.
July 07, 2018
As I say frequently and fully believe, when I conduct workshops I learn as much from my clients as they do from me.
June 11, 2018
Turning Presentations into Conversations I believe is one of the keys to closing more business.
June 06, 2018
One of the key challenges I hear from clients is the ability to find and retain good people. Especially during today’s times, when the economy is strong and unemployment is low, keeping good people becomes even more paramount and difficult.
May 24, 2018
There are several difficult challenges to creating this workplace. One of those is giving an employee a reason why to be entrepreneurial. Isn’t it far safer for an employee to simply do what they’re told? That way, if things go wrong, they can just blame their boss. And, they don’t put their job security at risk.
May 24, 2018
There is a real power when you can get your front line believing in an entrepreneurial workplace. When they take on initiatives instead of waiting on their Manager to solve their problems, it creates tremendous gains in many respects.
May 24, 2018
One of the great rewards for me personally is when I see the impact for those who have participated in my “Creating an Entrepreneurial Workplace™” workshops. This is where the employees become more empowered, take more ownership and lead critical initiatives for the companies they work for. It’s also an opportunity for people to shine.
May 24, 2018
Creating an Entrepreneurial Workplace, as I wrote about in Jack Canfield’s book, “The Road to Success, Volume I”, is very challenging to do. At the same time, the rewards for creating this environment are exceptional.
May 24, 2018