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Articles Tagged - Management

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    October 20, 2014

    Before You Blaze A Trail, Ask

    One of the greatest assets to an organization is a new leader.

    One of my clients had recently promoted someone to a manager for the first time.  Now instead of doing the work alongside her colleagues, she was in charge.  She seemed more than capable and more than willing to step into this new role.   Things started off pretty well as she found her groove with her new team.  Everything seemed on track.  Then she began to make changes to the team.   As the new leader, she had many, many ideas on how to improve the processes and...Continue reading

    By Emilie ShoopPosted in Management on October 20, 2014

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    October 10, 2014

    3 Types of Questions You Should Avoid Asking in Sales

    Quality questions can make the difference between stalling out and advancing the sale.

    After conducting research with sellers and buyers for over 20 years, I’ve concluded that there are five kinds of questions sellers should avoid.     1. Avoid Asking “If I Could…” Questions   This is an obvious set-up. The seller asks a question to fabricate a conditional commitment. Then the seller proceeds to deliver on the condition he or she set up with an expectation the buyer will proceed.    When nearing a close or in response to a sales...Continue reading

    By Deb CalvertPosted in Sales & Business Development on October 10, 2014

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    October 8, 2014

    3 Little Changes that will Make a Big Difference With Your Feedback

    Follow these simple tips to accelerate your results.

    "I want your feedback"   We all say it.  We all think we want it.  We all are surprised when we don’t hear anything.   According to dictionary.com feedback can be defined as “a reaction or response to a particular process or activity” and taken further to “evaluative information derived from such a reaction or response.”  I was surprised at how simple, yet not really helpful the definition was.  We always think of feedback being a lot more...Continue reading

    By Emilie ShoopPosted in Management on October 8, 2014

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    October 1, 2014

    Why Being Transparent Is So Important in Leadership Roles

    Here’s a three-step formula for you to use in becoming more transparent.

    Transparency has also been called “the currency of trust.”    As you know, trust is the foundation of any relationship. As transparency increases, trust increases. And the converse is also true.    Transparency starts with opening up the lines of communication and sharing. You offer and receive information and, as you do, mutual trust increases. As you are more transparent, trust grows and the strength of the relationship grows, too.    When a relationship...Continue reading

    By Deb CalvertPosted in Leadership & Teambuilding on October 1, 2014

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    August 20, 2014

    Grow Up to be Big and Strong: Define Your Strengths

    Three things we can do to grow up & make the most of our strengths.

    When a parent wanted you to eat your vegetables, were you told something like, “Don’t you want to grow up big and strong?”  Mine certainly did. We put a lot of emphasis on being strong -- and for good reason.  Being strong is as old as the biblical Samson.  Being strong indicates we are healthy.  Being strong means we have a shot at being Superman, Superwoman or simply super.  Being strong while communicating says we get our point across.    Donald O....Continue reading

    By Sherri PetroPosted in Professional Development on August 20, 2014

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    August 13, 2014

    Leadership Dashboards: How managing the past can hurt your future.

    3 Areas Leaders Should Be Focusing Their Time On

    What metrics do you use to manage your business? It’s a common question and for many business leaders, generates common answers. Revenue, Unit Costs, Overhead, Operating Profit, Customer Complaints, On-Time Delivery, etc… But when asked, “Are those metrics helping you to grow your business?” the answer is often “No”.  That’s because most leadership dashboards focus on lagging indicators instead of those that lead the business to a future...Continue reading

    By Lisa WoodsPosted in Leadership & Teambuilding on August 13, 2014

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    July 23, 2014

    Selling in a VUCA World

    How do sales professionals adapt to rapid change?

    Ever feel like you have whiplash as a result of the jarring changes and conflicting directions you’re getting from your customers and your company?   You’re not alone.   The swift acceleration of change and the constant struggle to keep up with it (let alone get ahead of it!) causes everyone, at times, to feel like the silver ball inside a pinball machine. Your sales leaders and support departments are in reactive mode, zinging around at lightning speed as they accommodate and...Continue reading

    By Deb CalvertPosted in Sales & Business Development on July 23, 2014

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    July 1, 2014

    How Can a Leader Avoid Accidental Indignities?

    Here are some starter questions to consider in your self-assessment:

    Dignity means worthy of honor and respect, having merit. It stems from the Latin dignitas meaning “equivalent to.” Dignifying others means to confer honor or dignity or to ennoble them. It means showing respect for another’s worth and acknowledging each person as equivalent to every other person.    As leaders, we’d all agree that it’s important to dignify others.    But what others? And why? In what ways? And just what does it mean to dignify...Continue reading

    By Deb CalvertPosted in Leadership & Teambuilding on July 1, 2014

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    June 25, 2014

    How to Become an Authentic Leader

    Here are five steps to help you on that journey.

    Authentic leadership.  What is it and why should you care?  Authentic leadership is relevant and even more important and necessary today in a world where we observe many leaders proven to be untrustworthy. Consider some of the many examples where you have felt let down by a leader you know or have grown to know through the media.   Authenticity is where our external actions align with internal beliefs.  It’s the alignment of who you are and who you appear to be. Are you the same...Continue reading

    By Jayne JenkinsPosted in Leadership & Teambuilding on June 25, 2014

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    June 16, 2014

    Managing Conflict: Six Things NOT to Do

    Are you fixing problems on your team or elevating them?

    Many new mangers struggle with how to deal with a conflict on their team.  Many, many seasoned managers struggle even more with how to deal with a conflict.  How you deal with conflicts on your team sets the tone for innovation, progress, and success on your team. To succeed in helping your team resolve conflicts, there are several things you should always do, but perhaps more importantly, there are also things you should avoid.  Here are six ways you could be making a conflict worse, and a...Continue reading

    By Emilie ShoopPosted in Management on June 16, 2014

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