Only a life lived for others is a life worthwhile. – Albert Einstein A story is told that during the American Revolution a man in civilian clothes rode past a group of soldiers repairing a small defensive barrier. Their leader was shouting instructions, but making no attempt to help them. Asked by the rider,…
DetailsDeadlines, conference calls, last minute items that pop up, personal commitments—there is a multitude of things that we have to accomplish each day. It is easy to fall into the habit of just crossing things off of our to do list, without being fully present as we get them done. Of course we are physically…
DetailsOne of my favorite speaking topics is about the power of one person. One person, or a small group of likeminded individuals, can accomplish anything. Likely, they have more power than mega-organizations, due to their nimbleness and ambition. One of the greatest impacts a conference can have on an organization is to unleash this type…
DetailsCourage is what it takes to stand up and speak; courage is also what it takes to sit down and listen. – Winston Churchill The story is told of Franklin Roosevelt, who often endured long receiving lines at the White House. He complained that no one really paid any attention to what was said.…
Details“Our people are the key to our success?” How so very often we have heard executives mouth these words. But then, how very often we have also heard their people mutter words such as, “Oh yeah, well, if we really are the key, how come they don’t… ” Of course, it is true. In this…
DetailsTrust is the foundation of all human interactions, and the cornerstone upon which high-performing organizational cultures are built. The Organizational Trust Index™ was developed by the Breckenridge Institute® as a method for measuring the level of trust in an organization and the degree to which an organization’s culture is either motivated by trust or driven…
DetailsEncourage v: to inspire with courage, spirit, or confidence- Random House Dictionary A story is told about the Duke of Wellington, the British military leader who defeated Napoleon at Waterloo. He was not an easy man to serve under. He was brilliant, demanding, and not one to shower subordinates with compliments. Yet even Wellington realized…
DetailsThe October 2012 issue of Harvard Business Review features “Big Data” as the theme. There are a number of articles of import for those leaders whose enterprise has access to large amounts of data–operational, market, what have you. They look at where the data is coming from, the increasing role it is playing in business…
DetailsToo 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…
DetailsI was once on a scuba diving trip to the Great Barrier Reef off the coast of Australia, and one of the dive masters who knew a lot about marine life would always say, “The more you know, the more you see.” With over 1,500 species of fish, 1,000 species of mollusks and crustaceans, and…
DetailsAn empowered organization is one in which individuals have the knowledge, skill, desire, and opportunity to personally succeed in a way that leads to collective organizational success. – Stephen Covey In his book, Harvest of Humanity, John Seamands tells a story of a German soldier who was wounded and ordered to go to a military…
DetailsFor a decade, the 8-process scores have been used and evaluated. Even though many professionals have found this element of the Majors’ assessments to be very useful, questions remain about exactly what it is and is not. In this blog, I’ll cover some 8-process information that may clear things up for many who need a…
DetailsThis article is for those of you who have been in sales for some time. Those of you for whom the glow of the job is beginning to dim a bit. Some non-salespeople think that salespeople lead an incredibly busy social life, full of free meals and days on the golf course. That we get…
DetailsActors on stage and screen are not genuine. They are fakes. They are playing a part, not themselves. Of course, we expect them to do this and, furthermore, we expect them to do it really well, to convince us that they are the character they are playing. But what about a managers who has to…
DetailsYou’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…
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