October 24, 2021

We all seem to have the same patterns… In 2014, when my wife got cancer, I learned something about myself. And I didn’t like what I learned. I don’t handle stress very well. I mean, I thought I did. I thought that with a master’s degree in psychology, a lifetime of living on-the-edge, and evenContinue reading “October 24, 2021”

October 17, 2021

Serve your way through stress… Let’s be realistic: stress is inevitable. And frankly, some of it can actually be good for us. But as I mentioned last week, there are six main responses to stress and only two of them are healthy: influence or adapt. What makes these responses healthy? Let me offer two mainContinue reading “October 17, 2021”

October 10, 2021

Every single one of these responses is a sign that we got stressed. Did you get stressed this week? I know I did. What was the trigger? Was is someone or something? Was it an unfulfilled expectation or an unexpected disruption? I’ll get into what causes our stress later, but this week I’d like toContinue reading “October 10, 2021”

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 possible)Continue reading “Good Metrics vs Worthless Ones, Part Two”

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. And by worthless, I mean devoid of worth/value/utility. Sure theyContinue reading “Good Metrics vs Worthless Ones, Part One”

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 the terms manage/management and lead/leadership for now. I get too many reactions from peopleContinue reading “Management vs Leadership, Part Two”

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 management vs. leadership forContinue reading “Management vs Leadership, Part One”

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 process. And it’sContinue reading “Four Reasons Why A Sales Process Will Never Work”