Solving Your Leadership Gap


Tips for Developing New Leaders

“For the third year in a row, leadership soared to become one of the most pressing talent challenges faced by global organizations. Nearly 9 out of 10 global HR and business leaders (86 percent) cited leadership as a top issue. Fully 50 percent of respondents in our survey rated their leadership shortfalls as ‘very important.’” — Global Human Capital Trends 2015, Deloitte University Press

One of the most alarming current global business trends points to one of the most tantalizing business opportunities.

As Baby Boomers retire, the ranks of managers and supervisors are being depleted. … Read the rest

Is Your Sales Team Creating Real Differentiation?


To avoid the pitfalls of competing on price, salespeople are often told they need to “sell the value.”

Another strategy is to “value-add,” by offering the customer extra services or product features without charge. While these strategies can be effective short-term, neither of these approaches produces a sustainable advantage. Selling the value implies that the salesperson either truly understands what the customer values, or that the value offered is perceived as significantly different from the competing offerings. All too often, neither one of these is true. At the same time, a value-add strategy has its own drawbacks. While it may … Read the rest