The Productivity Paradox

Those old enough to remember when Bill Gates and Steve Jobs were unknown entrepreneurs can marvel at the power and promised that computers have put at everyone’s command over the decades. Despite this power, many economists have been baffled by what is called the productivity paradox which has been summarized by economist Robert Solow’s 1987 quip that… [Continue Reading]

Necessary (Sales) Endings

If pressed, most C-Level executives would admit that they never fired anyone too soon. Regardless of fault, the company, the manager and the problem employee would almost always have all been better off if the parting had happened sooner. SalesLeadership, Inc. President Colleen Stanley suggests that what makes good sales managers effective can also be the trait… [Continue Reading]

The “Dottie Test”

As organizations grow and C-Level executives become busier they often lose sight of the team members who occupy the lower rungs of an ever-growing org chart. Charles Schwab CEO Walt Bettinger shared a valuable lesson in a  NY Times Interview which taught him “you should never lose sight of people who do the real work.”  The… [Continue Reading]

Who Owns the Sales Culture?

We are constantly reminded about the importance of a strong company-wide culture.  But there are sub-cultures within the whole.  Take sales, Do you know who owns the sales culture? Is it the CEO, the Sales Manager, the COO?   Collen Stanley, Vistage Speaker and president of Sales Leadership, Inc. knows, and if you have two minutes for an… [Continue Reading]

What We Can Learn About Leadership From Sports

Reposting an oldie (but a goodie) from March 2014 I have a son Tod who plays squash in college – I have always been fascinated with the sport (I could never play it). Watching him grow upand attending many of his matches, I learned how difficult a sport it is to play let alone for… [Continue Reading]

Managing & Leading: What are the Differences?

I often get confused between Managing and Leading – after all aren’t they one and the same? I soon discovered that managing is squeezing efficiency out of the system.  It is largely about productivity – how can I get more units of output per labor hour.  How do you think individuals behave when they are managing… [Continue Reading]

Are Leaders Born or Are Leaders Made?

My own view is Leaders are like professionals (sports, arts, etc.): Some have more natural talent than others, yet it is the growth in this talent that propels them into a level of mastery. The most important point is we have to want to grow our talent at an emotional level, not a cognitive level, to achieve… [Continue Reading]

The Leadership Journey: How to Communicate so People Will Listen

I have been hanging around the leadership arena for many years, and I can’t tell you how many mistakes I have made along the way with my communications. Why is this so? I know what to do, but my mind races ahead. I recognize I have the words to say what I want.  The only… [Continue Reading]

Are You a Pusher?

No, not the kind that word generally brings to mind…. I mean as a leader are you a “pusher?” Patrick Lencioni author of “Five Temptations of a CEO” and “The Five Dysfunctions of a Team” says you should be. Learn why he says  “Leaders are Pushers.”

How Ike Did It

Few people had more important and momentous careers that President Dwight (Ike) Eisenhower. During World War II he was Supreme Commander of the Allied Forces in Europe.  He not only led the planning for the invasion of Europe, his remarkable interpersonal skills held together a fragile coalition of US, English, French and Russian Allies often… [Continue Reading]