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Articles by Deb Calvert

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    On a Power Trip? You May Find Yourself Flying Solo

    3 Common Abuses of Power Made By Senior Managers

    As an eighth grader, I really struggled with George Orwell's "Animal Farm." The central theme – absolute power corrupts absolutely – didn't resonate with me. Miss Lally tried, but what she described was too far removed from my own limited experiences. Lately, though, I've been replaying those words. I'm recognizing this theme in real life. I'm keenly aware of power plays and abuses of power, more mindful of how harmful they can be as I see them affecting people I've worked with and cared...Continue reading

    By Deb CalvertPosted in Management on November 19, 2013

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    You Are the Ultimate in Added Value

    How can you (not your company, not your product, but YOU) add value to your customers?

    By Deb Calvert, President, People First Productivity Solutions In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations, which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries:   We will throw in some extra features or upgrades at no additional cost. We will wine and dine you, give you some baseball tickets, or invite you...Continue reading

    By Deb CalvertPosted in Sales & Business Development on September 11, 2012

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    To Be More Effective, Be More Reflective – The Art Of Mirroring

    Reflecting The Words, Mood, Behaviors & Gestures Of Others To Be More Effective In Your Job

    By Deb Calvert, President, People First Productivity Solutions In the workplace, there are many situations in which it would benefit us to put other people at ease. But that's not always easy to do. So here's the simple psychological technique you can use. It's one you've already mastered, because we all do this naturally with the people we are closest to.   This technique can come in handy when you need to establish rapport with someone. It helps to ease tensions when a conflict is brewing....Continue reading

    By Deb CalvertPosted in Communication Skills on May 7, 2013

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    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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    Deb Calvert

    President, People First Productivity Solutions

    Deb Calvert President People First Productivity Solutions   Biography   Deb Calvert, author of the DISCOVER Questions™ book series, founded People First Productivity Solutions in 2006 to help businesses build organizational strength by putting people first.  The PFPS focus is to boost company productivity through people development. This work includes leadership program design and facilitation, strategic planning with senior managers, team effectiveness work and executive...Continue reading

    By Deb CalvertPosted in Leadership on July 25, 2013

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    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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    3 Communication Techniques To Lead Effective Conversations

    Steer the Conversation by Asking Better Questions

    By Deb Calvert, President, People First Productivity Solutions In the workplace, there’s something about questions that makes people uncomfortable. As a result, we often fail to ask the questions that would elicit information we need in order to be effective.  There are three essential communication techniques you can use to break through these barriers and steer toward effective conversations.    1)     Share Your Intention 2)     Be...Continue reading

    By Deb CalvertPosted in Communication Skills on April 1, 2013

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    The Difference Between an Individual Contributor & a Leader

    Take this self-assessment & push yourself toward leadership.

    You may carry the title of a Senior Manager and yet struggle to truly get work done through others in a way that propels the team forward.    You may have the experience and authority to get compliance and yet fail to earn true commitment from the people on your team.    If you haven’t quite reached the rung of leadership in your ascent to your position, it may be because you are clinging to old, familiar behaviors that have served you well in the past. This is a common career...Continue reading

    By Deb CalvertPosted in Leadership & Teambuilding on February 18, 2014

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    The Difference Between Price & Value: Create A Profitable Balance

    Learn to close more sales without discounting price.

    By Deb Calvert, President, People First Productivity Solutions It is imperative that every professional seller understand the difference between price and value. Many do not. Instead, sellers often use these words interchangeably. They use words like “value” to signify the cost of an item. This blurs the lines between value and cost or investment.   When value and price are thought to be one and the same, the inevitable result is that value gets diluted.The other components of...Continue reading

    By Deb CalvertPosted in Sales & Business Development on May 12, 2013

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    Selling Dilemma: I’m Trying, But I Can’t “Just Make Goal!”

    Sales Management Vs. Micromanagement- Benefits of Activity Metrics

    Over the past few weeks, I’ve been hearing a new drumbeat in the world of selling. Actually, it’s not a new sound. It’s a rhythm that was helping us all keep pace a decade ago but got replaced. It’s back because it is a classic beat, one that has always been appropriate and important.    The resurgence of a focus on activity metrics is one that all sellers may not view in a positive light. I’ve heard, then and now, that it feels like micromanagement when a sales...Continue reading

    By Deb CalvertPosted in Sales & Business Development on August 22, 2014

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