Connect In Before You Connect Out

One of the things I love the most about traveling around and speaking at conferences and meetings about Perfecting Connecting ® is the conversations I have afterward with audience members.  They often start with, “I really would like to be a better networker and connector but I’m so bad at it!” People have a very…


A Framework For Performance Management

City councils, boards of administrators and other governing systems demand a performance management framework that focuses on what outcomes employees will achieve, and how success is going to be measured. This tool reveals how to construct an integrated performance management framework that takes into account the many different functions which a city or a county…


20 Leadership Qualities

This tool defines the 20 qualities of leadership that researchers have identified as common to virtually all organizations. It may be used to determine the leadership qualities people revere most within the organization. It can also be used to aid an individual leader gauge his or her own leadership skills.


Leadership Lessons from the Top 20 Corporations

The respected consulting firm, Hay Group, has just announced the release of its 6th Annual Best Companies for Leadership study. The top 20 are major corporations with a global presence. Collectively, over the last five years, they have generated shareholder returns that are 36 times better than those from the Standard & Poor 500 companies.


The New Hire — Doing It Right

Too many companies still insist on pumping their new hires full of product knowledge and then dumping them on unsuspecting prospects, fully expecting the new salesperson to sell up a storm. These “talking catalogues” start running around “telling” instead of “selling” and the expected storm decays to a light drizzle. The salespeople get depressed at…


Set an Interview Time Limit

I’ve blogged in the past about sales candidates who have a propensity to be verbose and why you may want to avoid them (huge timewasters). Whenever I’m tasked to do an interview with someone who our Sales Temperament Assessment has flagged as being over-social, I use the following technique to see if the person has…


Root Causes of Conflicts In Work-Groups

Studies have shown that over 85% of the root causes of organizational performance problems are in the structures, systems, and culture within which work-groups are embedded. Structures and systems are either consciously defined with purpose and intent around a strategic direction as an Intended Culture, or they emerge naturally from the patterns-of-interaction of the personalities…


The Last Sales Interview Question

You’re hiring salespeople, right? So, at a minimum, the sales candidate should know how to sell himself. That’s why, when you’ve completed all the rest of the interview and testing process, you should ask what I call the last question, “Why should we hire you?” This gives the salesperson one last opportunity to sell himself…


Four Ways of Working as Generic Cultural Norms

Michael Hammer states that, “Most companies today – no matter what business they are in, how technologically sophisticated their product or service, or what their national origin – can trace their work styles and organizational roots back to the prototypical pin factory that Adam Smith described in The Wealth of Nations, published in 1776.” This…


Rethinking the 4-Drive Model of Employee Motivation

I have been touting the 4-Drive Model of Employee Motivation since I first read the 2008 Harvard Business Review article “Employee Motivation: A Powerful New Model” by  Nohria, , Groysberg, and Lee.  You could say I’ve been a very BIG advocate for this model!  It is a powerful theory on human motivation in general, and…