How has your organization responded to falling consumer demand and slower sales in the current economic climate? If yours is like most, you've probably experienced a variety of cost cutting measures; layoffs, downsizing, restructuring and reorganization, and hiring and pay freezes. While these kinds of changes have been necessary for survival, they can wreak havoc on overall performance in unexpected ways. learn more
Research indicates most organizations face serious gaps in leadership talent with exiting baby boomers. Preparing new leaders with the skills, mindset, and knowledge transfer is critical. Find out what it will take, what it will look like, and where to begin with developing your next generation of leaders. learn more
Salespeople often believe they know what the customer wants and needs, based on their own company's value proposition and one or two discovery conversations with trusted contacts. Salespeople may be responding to an RFP that spells out the official requirements—information that is shared with all bidders. In fact, this information only tells part of the story, and will not really help the salesperson clearly understand how the customer sees value. learn more
Successful sales enablement requires an approach that bridges the gap between the sales strategy and execution, and provides the salesforce with all of the information and resources they need to generate revenue. Read more about how to build an approach that yields results.
So how can salespeople, sales managers, and organizations increase win rates and reduce no-decision rates? The short answer—discipline. If you want the longer answer—discipline in articulating the opportunity, discipline in the analysis of the opportunity, discipline in gathering evidence, and discipline in making go/no-go decisions—please read on. learn more
It's a sinking feeling . . . the low battery icon is glowing and you know it's a warning that your mobile device is running out of capacity to deliver on its full performance unless you plug in and re-charge. Stay with me on this analogy for a minute . . . as leaders, we have asked our followers to do more with less. Now, with the economy improving, there seems to be a need for relief—some leadership re-engagement strategies to re-charge employee discretionary energy and create higher engagement. learn more
Today, mid-level leaders deal with increased complexity. But what makes them truly effective? To succeed at mid-level leadership, L&D need their leaders to be a Purpose-Centered Leaders which then guides what they do as a leader. Learn how to develop resilient and courageous leaders who have the ability to effectively contribute to the success of others.
As companies search for more productive and more cost effective ways of getting work accomplished, there has been an explosion of virtual work and project teams. As a result, it has become imperative for people to learn how to work together across boundaries of space, time, and yes, cultures.
According to research, only 18% of managers demonstrate a high level of talent for managing others, proving there is a need to equip them with the skills required to lead effectively. Discover the 5 essential leadership practices needed to garner employee fulfillment, and in turn drive sustainable performance.
Truly effective leaders understand that the best way to drive and sustain individual and organizational performance over time is to ensure all employers, regardless of age, are committed, are fully engaged, and find meaning in their work. What are your leaders doing to create an environment that promotes performance with fulfillment? learn more