Don’t Just Accept It, Perfect It

Since March 12, this pandemic has worn on us all, taking away many simple pleasures in life. We get pounded every day by the media talking COVID-19 spikes, death counts, and overall gloom and doom. We watch nasty arguments between our “friends” going back and forth on social
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Seven Keys to Build Back Better

The coronavirus is the biggest challenge most of us have had to face in our lifetimes. But it is also worth asking how we might ensure that our response to it makes us stronger, not weaker, going forward. We have the opportunity to build back better. A high tide lifts all boats.
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Leadership and the Quest for the Virtuous Cycle

Growth is the oxygen of any business. As explained in the book “Double Digit Growth” by Michael Treacy, there are two types of cycles that companies experience: one of growth—the virtuous cycle and one of decline—the vicious cycle. The virtuous cycle is when the company is
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How to Make the Most of On-the-Spot Coaching

The most important role of any manager is coaching. Yet, in this world of “instant everything” by way of the Internet, it seems on-the-spot coaching has gone by the wayside. Coaching never has to be done by Friday at 5, so for a lot of us, it somehow finds itself getting kicked
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Five Reasons Non-Producers Don’t Produce

In a recent meeting with a CEO and Chief Sales Officer, I heard the following quote from the CEO: “If I knew why non-producers didn’t produce, I would be free of problems in my sales organization!” I looked him right in the eye and said unequivocally, “I know exactly why
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