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Motivational Seekers
High employee morale works to everyone’s advantage. When the employee team is happy, overall work performance improves. The bad news is that motivating people is not an exact science. read more


The “But List”
Organizations looking for ways to improve their overall selling effectiveness should create the “But List” for their sales producers. The “But List” is a simple listing of the most common objections received by your selling team, along with a draft of the appropriate responses to each of the objections. read more


To Navigate: Use the links below to explore different topics.

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Effective evaluation
Topic: Coaching     Type: Articles
I had an interesting conversation on a recent flight. It concerned the annual review of an under-performing employee.

This manager was telling me how odd she thought it was that an employee of hers was completely divorced from the reality about his performance. From her
perspective, the employee was clearly not meeting expectations. From the employee’s perspective, everything was fine.

What didn’t strike this manager was the fact that an employee should never be given the chance to be divorced from the reality of their performance. In fact, it is
incumbent upon managers to ensure that employees know exactly what their performance goals are, and how their performance measures up to those expectations.
And quite frankly, managers shouldn’t wait until the annual review to review performance … otherwise the annual review should be called the annual surprise.

  more...

Reconnect: Engage your team with a weekly up
Topic: Coaching     Type: Articles
Ok, so you’re swamped. No, you’re buried. Everyone needs you. You’ve got too many deadlines creeping up on you. Your team feels disconnected from you and you from them. There is limited time to connect in a meaningful way   more...

You Gotta Own It
Topic: Coaching     Type: Articles
A growing problem in today's workplace is an increasing sense of employee entitlement combined with a lack of personal accountability. Because a company's performance is only as good as its employees, this is a serious concern. Business leaders must maximize their teams' performance by improving personal and corporate accountability.   more...

Coaching Is a Contact Sport
Topic: Coaching     Type: Articles
Developing talent is critical to corporate success. The most effective business leaders are in the business of creating effective leaders. The only way any business differentiates itself is through its people. After all, innovation is born from intellect.
  more...

People Audit
Topic: Coaching     Type: Articles
Creating an environment of candor is critical when evaluating the overall effectiveness of an employee team. People tend to struggle providing candid feedback...   more...

Performance Reviews
Topic: Coaching     Type: Articles
Dealing with employee performance problems is certainly not fun. The challenge for many leaders is in managing the balance between being compassionate and doing what’s right for the individual and the company.   more...