The Ten Commandments of Coaching

I get accused of making pronouncements a lot, but I’m okay with that, because the accusation is so often followed by a plaintive sigh, quickly followed by ‘if I had only done what you said…’ Then I get told a sad, and thoroughly unnecessary, tale of miscommunication, misdirection, and just plain misery. That’s the frustrating […]

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Eulogy for Job Descriptions

Ok, not all of them. Just the ones that ask for characteristics that don’t co-exist in normal human beings. Many years ago, I spoke at a conference and got a great question. (This was rare at the time.) It was from from a man who hired sales people. He wanted to know if he really […]

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First, Fire the Leaders

Another week, another crop of downsizings, and with few notable exceptions, HR people are telling me how they’re choosing the leaders over the non-leaders as the keepers.  And I’m groaning inside. Has anyone figured out how companies run when everyone’s a leader? For one thing, no one’s willing to make the coffee. For another, the […]

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Dear Sales Leader, Please Answer ASAP

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. […]

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Leading Into the Light

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 […]

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It Might Not Be Too Late

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 […]

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