Why Does Your Sales Team SUCK?

If the title of my article speaks to you directly – you’re in good company.  Like most business owners, you’re probably not happy with the performance of your sales team. Does the following sentiment ring a bell? “Twenty percent of my sales team accounts for eighty percent of my sales!  Why don’t the other salespeople perform?” Is this…

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How To Clone Your Best Employees

In my last article we explored how to hire the right person every time.  This article explores the core technique from that article – developing and using a competency model – in greater depth. Again, a competency model is simply a collection of personality traits – behaviors, motivators, and thinking attributes – that together comprise a model for an…

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How To Hire The Right Person Every Time

The Problem What’s the goal of your hiring process?  Hopefully it’s to select new employees who: Perform at a high level Possess excellent communication and listening skills Lead Solve problems Make excellent decisions But based on the data that’s out there, this isn’t what’s happening. 46% of newly hired employees will fail within 18 months,…

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Management Skills – What’s The Difference Between Leadership and Management?

What’s the difference between a manager and a leader? Ideally they overlap.  We expect many of our managers to be leaders, and we rely on a large percentage of our leaders to have solid management skills. But not all managers are good leaders, and not all leaders possess the required skills to be managers. I’m…

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Emotional Intelligence – “The Essential Ingredient To Success”

The Summer 2014 issue of Harvard Business Review On Point was devoted to emotional intelligence, which the publication lauded as ‘The Essential Ingredient to Success.”  EI is a core attribute that, when developed, perfects our leadership and communication abilities.  It’s actually more important to professional success than technical and cognitive skills.  The Editors sum it…

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Leadership Development – The Seven Core Attributes Of Genius Leadership

Do you have a clear concept of what it takes to be an outstanding leader?  Not many organizations do.  Few have taken the time to develop a model to help guide their selection of leaders and their development efforts. These seven core attributes can be used to help you develop your own model.  Not every…

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Employee Engagement – How To Diagnose An Employee Engagement Problem

Employee engagement – or lack thereof – is a common problem.  What’s not so common is a direct means of determining why.  I’m now going to show you exactly how to diagnose an employee engagement problem. Using a few psychometric instruments I’m going to diagnose an employee’s engagement problems and help guide both employee and…

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Organizational Development: How To Build A Workforce That Rocks

In this slideshow I presented a broad strategy for developing your organization into one that is high performing, collaborative, and innovative: Organizational Development – How to Build a Workforce That Rocks from Sandy Cormack In this article I’ll explore the concepts I introduced in a lot more depth. A 2012 survey published on Ready2Manage.com reveals…

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