Stop Saying “Losers”

alt text image of a businessperson making an L on his forward, ironically backwards

I read a magazine article this week in which the author described underperforming salespeople as “losers.” There was a time when I might have used similar language. I’ve heard some well known voices in the sales community use similar language. But underperforming salespeople are … [Read more...]

Leaders Focus On the Future

alt text image of a leader surveying a large city

Leadership is no easy task. To be successful you have to manage a large and complex set of competing priorities. It’s tough to make decisions under pressure. It’s difficult to sometimes know what needs to be done now. And it’s tough to do good work when so many people are … [Read more...]

Leaders Don’t Hire Weak People

alt text image of the weakest link in a chain

There are a lot of things that a leader can get wrong, but not many can cause as much damage as hiring poorly. New leaders, young and old, sometimes make the mistake of hiring people who they believe to be weaker than themselves. Some leaders are afraid that by hiring someone … [Read more...]

Leadership and Two Types of Growth

alt text image of a businesswomen looking at her team in miniature

Leaders are responsible for envisioning the future and executing the plan to make that future a reality. This is growth: current state, new results, better future state. Leaders manage two types of growth. Company Growth The leader is responsible for the growth of their … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

alt text image of a person ripping the letter "t" off the word "can't

I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]

On Leadership Strengths and Weaknesses

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A great leader knows his team’s strengths and their weaknesses. He knows what they can collectively achieve together, and he can see what they are capable of even when they cannot. He can also see where they are likely to be challenged, stumble, and fail. A great leader also … [Read more...]

Leadership Means Saying No

alt text image of a woman raising her hand in protest and saying no

It’s a leader’s job to say no. To be an effective leader, you have to say “no” to all of the opportunities that show up on your desk but aren’t aligned with your goals. Saying “yes” to all of the opportunities that might be interesting or might produce some result dilutes your … [Read more...]

New Leaders Too Fast and Too Slow

alt text image of a turtle and a rabbit

Some new leaders come in like a hurricane. They’re a storm that is strong enough to blow down anything and everything in their way. A new leader knows he’s been hired to make change, and he wants to get busy. But in moving to make those changes fast, he destroys the … [Read more...]

Leaders Raise the Standard

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A leader raises standards. The leader raises the bar for everyone. She sees what is possible for an organization and for the individuals that make it up--even when they do not. She believes that her vision can be made real even when no one else yet believes. By raising the … [Read more...]

Why Selling Is More Difficult Now

alt text image of a person struggling to climb

This ain't your daddy's sale game. And it wasn't easy for him. It’s more difficult to command time. It’s more difficult than ever to gain an appointment with your dream client. They’re busier than they’ve ever been. They are being called on by more of your competitors, and they … [Read more...]