I’ve never liked sales activity “point systems.” I’ve always looked at them as a crutch for management that couldn’t simply lay out a road map for salespeople to succeed. I still think I’m partially right, but I also think that...
Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly and profitably. Of course, Chapter Five, which focuses on training and on-boarding, really g...
Lately, it’s seemed fashionable for a lot of sales trainers to write articles about “why sales training doesn’t work,” which of course allows them to slyly inject why THEIR sales training is the only sales training that co...
Leadership theories, leadership books and leadership experts are prolific and available to the curious. I Googled “leadership books” and there were literally “about 354,000,000” hits. That’s 354 million. So there is plenty of opportun...
This is the first article in an extended series presenting project management concepts, along with detailed instructions on how to improve project outcomes. This series will be instructive for anyone working on projects, regardle...
In the last post on behavioral interviewing, I discussed how to purposefully create and develop a system of questions when using behavioral interviewing to choose a candidate for a position. However, it’s not just enough to know...
I’d like to kick-off the new year (and the start of my seventh year of blogging) with a post that will set the stage for much of what I plan to cover in 2012 – the world of executive development...
Last week, I defined Trickle-Down Leadernomics as “Episodic training designed to stimulate positive behavioral changes, aimed to help executives be better leaders who inspire commitment rather than mere compliance, resulting in a more productiv...
If I were to characterize the philosophy behind executive development programs at many companies today, it would be “Trickle-Down Leadernomics.” Defined as: Episodic training designed to stimulate positive behavioral changes, aimed to h...
Whatever happened to the training budgets? Oh, I forgot—it’s the economy, stupid! But even in the current situation, don’t forget that employees still have the need for training. Training can be related to, and even enmeshed with, good mora...