What does your sales support staff do for you? Fill out forms, route paperwork, fax, make you coffee? If all you’re thinking about are tasks, you’re missing the most important reason for having great support people: increasing your productivity. If you’ve chosen your sales staff well, they are the creative equivalent of an active volcano. […]Read More Dear Sales Leader, Please Answer ASAP
There is a famous old Peanuts cartoon. Linus, ever philosophical, quotes “It is better to light one candle rather than curse the darkness”, whereupon Lucy, ever the pessimist, says something like, “You stupid darkness!” Before you choose your favorite (and yes, one choice is more ‘socially desirable’) consider the advantages of being a Lucy. You […]Read More Leading Into the Light
I was trawling through some old writings and found this piece, written just a bit more than ten years ago. It was an open letter to then President-elect Obama. Maybe I should have found it sooner and offered it to President-elect Trump. My apologies… But as I look at the glorious diversity of new, incoming […]Read More It Might Not Be Too Late
Ah yes, another Quora reader asked for my opinion on ambition, which sounds an awful lot like the other versions of the same question which use the word ‘leadership’ instead. I have to commend this resourceful lad for considering that the desire to lead may be rooted in one’s desire to rule the world, or […]Read More A Quick Note on Ambition
What are the best research-based employee retention strategies? Someone posed this question to me on Quora. Despite the issue of poor or uncertain research techniques (yes, I’ve sat on more than my share of doctoral and peer review committees) I decided to answer it, because retention is a universal problem that affects all areas of […]Read More Retention: The Next Frontier?
I answer a lot of questions on Quora. I just like the ‘economy’ of it. One person asks, many people answer, a learning community takes shape. And in the course of answering a question, sometimes the most important learning is what the answerer learns through the act of answering. This is a recent question someone […]Read More The Choice of Leadership
The economy might, on average, be improving, but if you – or someone you love – worked in a factory that closed, the odds are, their personal economy is worse. Maybe even a lot worse. It’s easy to blame it on politics and trade agreements, but let’s talk about what business owners can do to […]Read More Back to Work!