As a leader, you will never have all the talent you need. No matter how good your company is, no matter how great your employee value proposition, some talented people will work elsewhere. There are only two strategies for acquiring the talent you…

Ideas are easy. Execution is difficult. Much of the time, extremely difficult. Whether you are trying to stand up a high-performing sales organization or an operation that serves clients, execution comes with a set of challenges of its own.…

The statistics on employee engagement are not good. They often show that a large part of the workforce as actively disengaged, and many passively seeking a new opportunity. Much of what people write about employee engagement puts the onus on the…

The competencies and character traits that make one an effective leader are too many and too varied to compile on a single list. While there are as many ways to be an ineffective leader, this list of ten missing ingredients is a good start to what…

There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If you want to turn in your best performance, those results will start with your beliefs, your mindset. Here is a good set of beliefs…

It isn't easy to create or maintain a culture of accountability, one where people are responsible for their results. Most organizations have too little accountability and struggle to create an environment where it can take hold. Autocratic leaders…

An exhaustive list of all the reasons your sales results aren’t what you want them to be would require a vast number of posts. The menu here is what I see right now with some ideas about what you might do to eliminate them. None of these are easy…

The headline in the New York Times reads, "Shareholder Value Is No Longer Everything, Top C.E.O.s Say."

The article goes on to say, "Nearly 200 chief executives, including the leaders of Apple, Pepsi and Walmart, tried on Monday to redefine the…

The CEO of the company I grew up in would often chastise employees for walking past a small scrap of paper on the floor. She knew you saw the debris and walked by it without making the little effort of throwing it away. She would confront the…

Andy Grove and Gordon Moore of Intel were struggling with a severe challenge to their business. As foreign competition grew, their memory chip business was becoming unsustainable, and their margins were eroding. Grove suggested that the Board of…