For several years now, thousands of professionals have been working from home, so you would think that today’s environment of “stay at home” would be no big deal for those that are already used to working from home.

However, in many ways it is a big deal, because although many worked from home, they still met clients and employees at offices, had meetings outside the home office as well as business lunches (or heck, just any lunch outside the home). Yet now they never leave unless it is essential, such as a grocery run. Then we have the thousands of … Read the rest

An illness we all can catch.

Victimitis is very contagious. It can be thought of as more contagious than the flu, and more devastating than an infectious disease. It can figuratively (and literally) destroy a person’s career, relationships and life. Yes, it is a made-up word; though rest assured the “disease” is real. It is real and it is dangerous. Like most contagious illnesses anyone is susceptible to contracting the victimitis disease. The key is to know how to avoid catching it and if you do catch it,
how to cure it quickly.

There are three key aspects of protecting … Read the rest

“The most successful people never stop learning.”

During a recent book signing a woman was checking out at the Austin airport store where my most recent book, The Leadership Playbook, was being promoted. The cashier asked her if she would be interested in buying a copy. She responded, “Nope, I work too much as it is, so I read only fun books.” A conversation ensued on what she did for a living. She answered, “I am a management consultant.” She was then asked if she thought that leadership or business books would benefit clients or herself. She responded, “Nope, I … Read the rest

One of the greatest misunderstandings in leadership and coaching is the term “micromanaging.”

Most leaders never want to be thought of as a micro manager. In fact, it could be considered an insult or weakness of any manager. When micromanaging is used as a coaching or leadership style it will most likely deliver bad results, stifle creativity, limit employees’ self‑worth and — without a doubt — limit productivity. On the other hand, when a coach or leader must deal with a bad performer it is imperative to help the employee either become a better performer or help them find a … Read the rest

There is an old but true saying, “the best candidate doesn’t always get the job.”

If you have ever made a bad hiring decision, don’t worry, you are in good company. All leaders and managers select bad hires even if they don’t know it. The difference is, really great leaders recognize their mistake and fire faster. All hiring managers are sure to make bad hiring decisions because they made a decision based on situational questions, content on a resume and mostly by their emotions or more notably referred to as “their gut feeling.” Selecting a bad hire is understandable; but … Read the rest

Passion is one of those words that many people love to use, but very rarely do they actually demonstrate it themselves. It easily can be the reason for almost any person or organization’s success. Passion fuels everything good about a person or an organization, so why is it so hard to find people that are passionate about their jobs or the product or service they sell?

In most organizations, every leader can name a few of their great employees or bosses that have immense passion and will state 100% of the time they wish that all of their employees would … Read the rest

Sales teams all over the country are looking for the “golden answer” on how to increase sales in today’s economic situation. Successful teams are finding out quickly that there is no “golden answer” or trick play that is going to make a sales team successful in today’s economy. To increase sales in today’s economic situation, first stop looking at today’s economy as an obstacle and start finding the advantages of today’s economy.

Some well-known phrases, such as “for every pro there is a con” or “for every no there is a yes” and a favorite, “one man’s trash is another … Read the rest

Grab your Blackberry and check your appointments, while you’re at it, see if any of your clients have posted anything worthwhile on Facebook, tweet your new prospect, check your e-mail for any new appointment requests and then go grab lunch — what a day! More and more sales professionals are relying on technology to drive sales and increase market share; unfortunately that is the first step to staying mediocre.

Getting sales professionals to find vertical markets and make outbound prospecting calls as well as setting sales appointments with prospective buyers (in person!) is still the best way to increase sales … Read the rest

Talk is cheap. Without action and accountability, there is no way to manage great results from your sales team.

The biggest sales inhibitor now is the same as it has been for the past decade. Many salespeople know what to do, but are not willing to do it. How many times does a salesperson say he or she knows they should prospect from 8 a.m. to 10 a.m., four days a week, but yet they don’t? Just like any other profession, there are always excuses for why we don’t do something that we know we should. This does not mean … Read the rest