Gallup’s research reveals that about one in 10 people possess the talent to manage.” (Gallup)The myth of the great leader riding in on a white horse pollutes our thinking about the value of good management.Source - Read More at: leadershipfreak.blog...
How to Deal with the Emotional Side of a Job Search
Searching for your next job is one of the most emotionally taxing times we face in life. It is not uncommon to be besieged with a plethora of emotions. One day we may find ourselves battling with unbridled enthusiasm for finding the right role that offers a work-life balance…...
5 Tips for Re-Entering the Workforce after a Break
Whether you take a break of 5 years or 20, re-entering the workforce can be an intimidating idea. It may seem impossible at first, but rest assured, it is indeed possible to gain employment after taking a break. People choose to take ‘timeouts’ in their career for a myriad of…...
Improving the Impact of Leadership Development
More than ever before, organizations are deploying leadership assessment and development in the context of strategic talent management. Why? Because they are great ways to align human capital with business strategy.Case study after case study shows that close collaboration between consultants and clients results in greater impact. One hallmark of…...
Modern Professional Learning: A new mindset, toolset and skillset – A Guide to Modern Professional Learning
Today there is no longer such a thing as a job for a life – only a life of jobs – and whereas your own organisation will provide you with training, e-learning and other learning opportunities, it can’t possibly provide you with everything you will need throughout your career. …...
Why Gender Stereotypes Are So Hard to Fight at Work | GGM
Here's what we learned from a failed gender equality training, and how workplaces can support women better.Source - Read More at: greatergood.berkeley.edu...
Frustrated with Others But Comfortable with Yourself
It’s dangerous to evaluate others and affirm yourself.Self-affirmation – apart from self-evaluation – is the beginning of self-deception and the end of self-development.It’s perverse to give yourself a hand and give others the shoe.Source - Read More at: leadershipfreak.blog...
What Your Reps Really Think About SKO
I’ve been to my share of good and bad sales kick-offs. While the intention was usually pure, too often the design of these events were flawed. Now as a consultant, I continued to hear the horror stories of failed SKOs. Budgets were through the roof, but the sessions didn’t achieve…...
3 Transitions Even the Best Leaders Struggle With
We love to read about the dynamics of success. We study it, celebrate it, and try to emulate how successful leaders rise to the top. I’m no different: I’ve spent my career helping executives succeed, either through coaching and development or assessments of their strengths and opportunity areas…...
Top 21 Sales Management Books
How many books do you read each month? How about in a year? Maybe you feel like there’s no time for a “luxury” like reading. Or maybe it’s just never been your thing. I’m here to tell you, there is and it should be. “If I have seen further it…...
Breaking the Sales Coaching Dilemma: Four keys to jumpstart your coaching efforts and overcome sales leaders’ greatest blindspot – | The
A recent study of more than 800 front line sales reps and sales leaders highlights a disturbing trend in sales management. While organizations are making ever greater investment in technologies and operational processes to improve performance, sales reps are citing Training and Development as being one of their greatest challenges…...
How to Attract & Retain Top Talent
Finding the right person for a job who can fit into your company’s culture and help your organization achieve its goals is both a challenge and an opportunity. Making an employee want to stay in the company once you find the perfect fit is easy if the hiring and recruitment…...
What Percentage of Sales Managers Have the Necessary Coaching Skills? –
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching – the…...
The Definition of Sales Management – What’s Missing
The state of sales management in many companies is disturbing. Consider these stats from our Top-Performing Sales Organization study:66% of companies do not believe their sales managers have the skills needed to manage and coach sellers. Elite performers are 2.4x more likely to agree that sales managers and leaders are…...
Are First-Line Sales Managers In Danger Of Extinction?
The sales landscape has changed dramatically over the past decade as modern and empowered buyers, new technologies and competitive pressures forge new realities. This confluence of factors has imperiled various sales roles, creating adapt-to-survive imperatives.For example, nearly three years ago, Forrester Research predicted (registration required) the impending death of the B2B salesman…...
Infographic; Key Traits of Successful Salespeople
After recruiting sales professionals for 25 years now, we have learned that beyond charisma and likability, there are very specific skills, as well as distinct characteristics that when combined, result in those unique individuals that excel in sales roles. When you look at someone that has consistently met and exceeded…...
