Blog
Turning good data into good actions only happens with intentionality.
For any plan to achieve the desired outcomes, there has to be a process to carry out the plan. Here is a recent example of what that might look like in an organization.
Example: The Unknown Root Causes
Listening to a senior...
Story
I was recently working with a client on their strategic planning process for next year. Here is how the conversation went:
Client: We need to do more leadership development.
Me: What specifically do you want to do?
Client: Most of our leaders are new and have not had much experience...
Where do you want to be in 3 years?
What stands in the way of that?
You probably have a good idea of where you would like to be on your Success Pathway in 3 years. The question is, how do you get there?
- Uncertainty
- Rapid change
- Emotional complexity in the workplace
- Hybrid and remote team members...
One thing we all have in common...we need to be able to influence other people. Have you noticed that highly successful people seem to be able to influence others easily? This is not luck or coincidence. Influence has defined elements.
Connection + Trust = Influence
Seems too simple doesn't it?...
I usually don't use the blog space as a blatant advertisement for our products and services, but I feel so strongly about our EQFIT® Smart Selling approach that I want to share that with you.
Genesis of EQFIT®
If you have read my blogs or listened to our podcast, you will know that I have...
What measures are important to achieve sales success?
Have you ever heard the saying, "What gets measured is what gets done?" There is a lot of truth to that saying.
Spoiler Alert: There are 3 sets of measures that are critical to sales success:
- Matching sales candidates to the sales effort
- ...
ESP for sales is not extra sensory perception...but in a way, maybe it is. In a recent study, behavioral economists have found that 70% of the buying decision is based in emotion and 30% in logic or rational data.
EQFIT® Selling Process (ESP) is what I am referring to.
If you knew the...
Story
Many years ago, I played in competitive softball leagues. I loved the sport. But this story is not about me. Our team was playing in a tournament and had reached the championship game. We only had enough people to field a team. Then it happened. One of our players was hurt and had to leave...
I am sitting in a business owner's office after he has told me all of the things that are wrong with his organization. And then it happens...he says the words I knew were boiling to the surface, "They just need to check their emotions at the door when they come to work!" Really?! So many things...
How does leadership impact team performance? Common sense says if leadership is good, performance will increase. If leadership is poor, performance will decrease. But what makes a good and effective leader? That is a question we will explore now.
There are 5 drivers of success for leaders: Trust...
"There is just no time!!"
This was the response I received from a group of leaders I recently worked with. We are building out their team and individual success pathways and accountability frameworks to help them increase capacity and decrease distraction. The question I asked them:
"When do you...
Trust. This word means so many different things to different people. Each of us longs to be trusted and hope that we can trust others. Why do we feel this way? Because people are social beings. People want to belong, want to connect with others, want to find "their people". This feeling, trust,...
