The sales function far too often treated like an impenetrable combination of personalities, voodoo, and tradition. It’s time for that to stop. I have a theory when it comes to sales. It goes something like this: Along the way in their executive development, a lot of really smart people develop a disdain for sales as […]
Much is said about whether success is better framed as a goal or as a system…I think it’s both, but at different times. Have you ever had a question posed to you that made you think more than it should have? A team member recently asked me if I was a goal-oriented person. My response […]
Effective executives balance time spent moving vs. time spent measuring. The case One fine day at a backyard barbecue, a utility executive says to a cloud software executive, “I have found that a dashboard for my business helps me understand it.” The software executive says “great, what’s happening today?” The utility executive, a little exasperated, […]
Albert Einstein once said that the reason he was so good at thinking about time and space was that he was delayed in his childhood development to the degree that he forgot to forget about such wondrous things as an adult. The direct quote is this: “I sometimes ask myself how it came about that […]
The shocks to your system might not be what you think they are. You’d better take a closer look. Hey, you there…the guy or gal with the life you always wanted. How does it feel? You are working from home. Your computer screen has become your window into the world. And, you have realized that […]
Times of crisis require a change of perspective and a call to action. So, here we are, weeks into a bizarre world of isolation, uncertainty, and pain. If one thing is likely, it’s that after weeks of responsiveness, you may now start to see real signs of resignation and capitulation. But, you may also see […]
Times like these tend to reveal who we can really trust to deliver. A crazy phenomenon has happened over the past couple of weeks as the world has digested the coronavirus shock. Executives, many of whom have never been in executive roles in a massive shock, have had to take stock of their teams in […]
Is there an operating system for strategy under absolute uncertainty? Well, the world has gone to hell in a handbasket. It certainly didn’t take long, did it? Ask anyone and they will tell you that the world is somewhere between an intense over-reaction and The Walking Dead’s best impression of The End Of The World […]
We all leave a legacy of some sort. Ryan Newman’s survival of NASCAR’s worst wreck ever highlights the contrasts of passive and active legacies. Do you know the legacy you are leaving with your business, team, or organization? It’s surprising how little this topic actually gets highlighted when managers and executive teams focus on their […]
Your strategy is supposed to inspire. Have you forgotten? What’s the purpose of your strategic plan? The possibilities are endless. Some might say that the sole purpose is to “enhance shareholder value.” I’d argue that this old trope is no longer the gold standard. Some adhere to the stakeholder model…which might be closer. Regardless of […]
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