Most of us have had the experience, at least once in our career, of working for a boss who loved his/her role because it was all about: I’m special (after all, they made me the boss) I deserve extra respect (because I’m special, of course) I have real power (try opposing me and you’ll feel…
DetailsPeople with a strong business and entrepreneurial sense are always praising the merits of focusing. They focus on their strategic priorities. They focus on the numbers, benchmarking wherever it makes sense. They focus on the company’s core values, unique selling proposition, and so on. They do so because it is the best way to optimize…
DetailsWe’ve all lived this before. Sally, the manager, asks her employee Gary to prepare a market analysis report for next week. Gary moans and says he doesn’t think he can do it by then . . . too much work and, besides, why not give it to Sherry who has a marketing background. The manager…
DetailsBy far the single biggest concern I hear from managers I work with is, “How can I get my people to do more?” Their number one challenge is how to ensure their employees are motivated. For the answer to this question we turn to the sales professional. Superior salespeople do many things well but one…
DetailsSo much is changing in our economic and business environment these years, is it any wonder that the nature of leadership is changing too? We’re not talking a new fad, here, folks. Fads come and they go. Leadership—as it is progressively practiced today—is here to stay! If you manage, supervise, direct or formally influence other…
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