Category Archives: Leadership

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 … Continue reading

Posted in Leadership, Management, Metrics, Sales Leadership | Tagged , , , , , , , , , , , , | Leave a comment

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 … Continue reading

Posted in Leadership, Management, Metrics, Sales Leadership | Tagged , , , , , , | 2 Comments

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 … Continue reading

Posted in Leadership, Management | Tagged , , , , , , , , , , | 3 Comments

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 … Continue reading

Posted in Leadership, Management | Tagged , , , , , , , | 9 Comments

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 … Continue reading

Posted in Leadership, Teaming | Tagged , , , , , , , , | 2 Comments

The 4 EASIEST Ways to De-Motivate People

I just spent a couple of weeks with some great sales folks and their managers. And, as is often the case, I got into a side conversation about one of THE MOST IMPORTANT FACTORS of driving high performance: motivation. It’s … Continue reading

Posted in Leadership, Motivation, Sales Leadership | Tagged , , , , , , | Leave a comment

When Leaders Resist Change

I recently saw this quote from Laszlo Bock, the head of HR at Google (@LaszloBock2718): “Most organizations are designed to resist change and enfeeble employees.” Wow. That comment just struck me. I mean, seriously? MOST organizations? I have worked with … Continue reading

Posted in Leadership, Sales Leadership | Tagged , , , , , , , , | Leave a comment

How to Drive Purpose Into Your Team

(Leaders – this one is for you) Let me begin by saying the workplace is no place for therapy. If you’ve got issues, if you didn’t get hugged enough as a kid, if you still need to work through whatever … Continue reading

Posted in Leadership, Purpose | Tagged , , , , , , , , , , | 8 Comments

4 Keys for Developing Yourself as a Leader

Occasionally, I get access to top quality leaders who share their wisdom. Today was one of those days. And I just HAD to share this… Here are my notes from a powerful presentation on developing yourself as a leader. The speaker … Continue reading

Posted in Leadership | Tagged , , , , , , , | 2 Comments

Uh, Houston? We have a problem.

Uh, Houston? We have a problem. Those immortal words have been used as a punch line to many situations, but their original utterance was of the most serious matter. Made famous by a Hollywood movie, the astronauts aboard Apollo 13 … Continue reading

Posted in Leadership, Problem Solving, Selling | Tagged , , , , , , , , , , , | 5 Comments