Archive for 'articles on leadership'

Since 1989, I’ve had the honor of coaching thousands of managers globally. Of course, every manager possesses their own personality, talents, skills, goals, and approach to managing their team. I’ve been able to identify the seven, most common types of managers, so you can self-assess and uncover the areas to focus on that will make …

It doesn’t matter what country I’m in or what management team I’m coaching and training, regardless of industry or profession. During my management coach training program, when I ask managers what makes a great leader, I would continually hear similar responses. I’ve decided to take a moment and capture the top 80 characteristics of Epic …

Do your people want to be managed by you? It’s all about connection. The culture created within a company leads back to the efforts, actions and behavior of one person—the manager. I was sitting in a hotel restaurant having breakfast and preparing myself for a day of back to back meetings. While I was working …

I want to share a conversation I had recently with a CEO of a fairly large company. He was telling me how they’ve done as much fat cutting, expense reduction, budget freezing and overhead trimming as they can. They’re on their second rounds of layoffs and it’s still not looking good, as another layoff is …

For those managers and executives out there with a struggling sales force, here’s something you can do about it. Tap into this rich opportunity to get immediate solutions to your most pressing sales and leadership challenges from the experts. Next Monday, October 6, 2008 I’ll be speaking at the Selling Power Sales Leadership Conference at …

Earlier this summer, I was interviewed by Inc. magazine on the how to keep salespeople motivated, especially when they miss their numbers. Business owners and sales managers need to focus on specific parts of their sales process rather than just hammering on the overall sales goals. In this Inc. story, entitled, Fighting the Sales Force …

Every manager wants to develop a team of champions. Yet, only a select few have been able to truly realize this goal and enjoy the benefits that follow. Not that sales quotas aren’t being achieved; they’re just being done so at a greater expense; the managers’ time, resources, peace of mind and energy. However, the …

“Who should I be coaching?” I’ve been asked this question hundreds of times by both internal sales and corporate coaches as well as those looking to build a career as a coach and develop a sustainable coaching practice on their own. The short answer is that not everyone is coachable. You can determine if people …