The Leadership Playbook: Too Direct or Too Empathetic

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Leaders need to make effective choices about their approach when they interact with the people they lead. The measure of a leader is taken by how well the leader can match the approach to the situation. Too Self-Directed Some leaders believe that they need to be very … [Read more...]

Leaders Focus On the Future

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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

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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 Means Saying No

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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...]

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...]

The Three Questions a Leader Must Answer

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Leadership is a complex art. The list of skills and attributes an effective leader must possess is innumerable. There are some things a leader must do, including answering these three questions. Where Are We Going A leader has to provide a vision. Part of that vision has to … [Read more...]

The Leader’s Guide to Monday Morning

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It's Monday morning. How do you know you are going to make progress this week? Here are four action items that will ensure you start your week with activities that will move things forward. 1. Reiterate the Message You might be tempted to believe that you need to change your … [Read more...]

Questions for the End of Quarter

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End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [Read more...]

What I Have Come to Believe About Leadership

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Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns. Here are four beliefs about leadership that I have developed over the years. I … [Read more...]

How to Make Your Number (A Note to the Sales Leader)

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If you want to reach your big goal as a leader, here is the recipe. It’s simple, but it isn’t easy. Start with hiring: Field the very best team you can. There isn’t anything that is going to help you more than starting with good people who care about and take pride in their … [Read more...]