In the foreword to the book, Ender's Game, Orson Scott Card writes about finding the concept for the book in a three-volume set on the United States Civil War, titled, The Army of the Potomac by Bruce Catton.

The insight Card gained from reading…

One of the things that makes one a leader is the responsibility to make decisions. Many of the decisions you make are obvious and easy calls. Other choices are more complicated, and some of the more challenging decisions require you decide even…

Effective leadership isn't easy. A good part of effective leading is communication. While most leaders believe they communicate well, and while this may be true, it is often too infrequent and to a too-small and too-exclusive audience. Leading…

At the start of each year, sales organizations begin their year with new, larger revenue goals, something that is true whether or not they reached their goals in the prior year. More often than not, there is no plan to attain the new goals besides…

You have standard operating procedures, best practices, and some things that are done a certain way because it produces the right outcome, the right results. When people avoid using the standard operating procedures or best practices, they fail to…

There is much focus placed on the idea of leaders enabling their teams, providing individuals with permission and the means to do something. But there is something even more essential and with a greater power to transform. This something is…

Yesterday's post was a list of the most important resolutions salespeople should make in the coming year. Today's post, as you have already discerned, is about the resolutions you should make as a sales leader (and if you are a sales manager, you…

There are times when an operations team can become overwhelmed by the volume or the difficulty of their work. They fall behind, and sometimes, they fail their clients or customers. To address these difficulties and shortcomings, some leader…

The reasons a leader may miss their goals are many and varied, and too many to list in a post like this. There are, however, simple reasons that dominate a failure to deliver the results they pursue.

Failure to Effectively Delegate:

As a…

Your standard as a leader is not what you believe to be your standard. Instead, your standard is what you allow, what you accept, what occurs without your objection or consequences. Over time, you can be lulled into expecting less from the people…