Tim’s Blog

Good Metrics vs Worthless Ones, Part Two

(Warning – this post might get a little snarky. Well, okay, a lot snarky.) In my last post, I hammered on the idea that a metric is not a goal. I got a little bit of pushback on that, so let me briefly reiterate my point. If I wasn’t clear enough (which is entirely...

Good Metrics vs Worthless Ones, Part One

Maybe it’s just that time of year, but I am somehow getting into a lot of discussions about metrics. Sales metrics. Compliance metrics. Safety metrics. Evaluation metrics. And on and on… What is grabbing my attention is how I often I am seeing worthless metrics....

Management vs Leadership, Part Two

As I continue my rant thoughts about the difference between management and leadership, let me recap the core difference between the two concepts. Management is about optimization and leadership is about transformation. So, if you don’t mind, I’d like to stop using...

Management vs Leadership, Part One

For this post, I’d like to take a shot at a very sacred cow (at least for some folks) – management vs leadership. Frankly, I can already tell this is going to take more than one post, so let’s call this part one. Personally, I’ve been talking about the topic of...

Four Reasons Why A Sales Process Will Never Work

Let me begin by saying that I believe in having a great sales process. At the same time, I do not believe that a sales process is going to provide any value. I have seen way too many sales teams try to anchor their entire strategy on the implementation of a sales...

Do Your Questions Matter?

I've got a question for you. Do you create the answers to your questions before you ask them? Think about that for a moment. Because your answer may have major implications for your success. On one hand, there is certainly value in asking the right question so that...

Happy 2016… Now, Stay On Course

Well, your first week of 2016 is over. Gone. History. What new thing did you accomplish? Is it enough? If you are like me, the little dictator voice in your head is constantly talking, constantly demanding “more.” This year, I told the little dude to shut up. Not...

A simple, but CRITICAL, truth…

Maybe it's just me, but lately I've been seeing a TON of craziness in business. Clearly, with the year winding down and the holiday season ramping up, many people are experiencing the insanity stress of making massive changes to a long-term strategy that simply...

Killing High-Performance Teams, Part Two (AKA the priority problem)

In my last blog post, I tackled the effect that a lack of clarity has on high-performing teaming. The short summary of it is this: take away clear goals and clear roles and you will only get broken processes, poor performance, and a ton of unnecessary stress. In...