Making the Final Decision: A Buyer's Perspective
In my experience many of the extensive spreadsheets of assessment criteria reveal the expected when it come down to the “finalists. As many find there are many criteria that they meet. So, what can you do to make a better decision of who you select.
What Separates Thriving Organizations from the Rest?
Today’s disruptive technologies are accelerants that speed change, already fueled by customer and competitor access to competitive information. The key to thriving in such a climate is creating agile structures, processes and developing people that are change expectant. This can be achieved if leaders see their role as enablers rather than controllers and can distribute both responsibility and authority to the lowest levels in their organizations. For this to happen it means that everyone needs to be aligned and committed to the organization’s “Mission Intent” where leaders are translators and alignment specialists so that every change is not treated with casual assumption and arrogance that “everyone will get it!”
Leading to the Essence of Your Organization
My passion is implementing successful change that fulfills people and avoids the human cost of failed change.
We need a debate about how we develop rewarding working relationships today. (Rewarding not just productive). It is the competitive core – energizing people and harnessing technologies better than
anyone else. The ultimate standard for such rewarding relationships is a leader’s ability to sustain superior results over an extended period. The debate should focus three questions:
* What does it mean to lead?
* What does it mean to follow?
* When do you choose one from another?
Why is this debate needed for us to climb out of this recession?
People have lost trust. Many business leaders are seen as self-serving and subservient to shareholders.
So, I want to look at why leaders should focus on the essence of their organizations. The Essence is an amalgam of mission, vision, values, intent and ethics. These components are the focus of aligning and realigning people, and not delivering the corporate stone tablets down from Mount Sinai (or wherever the senior management strategic planning retreat was held).
Gaining People's Commitment for Change – Leader's Checklist
You would think that as leaders grow, their people would grow. Unfortunately, the opposite is often true. Leader’s growth leads to separation and misalignment with their people which leads reduced organizational cohesion. This is especially true when leaders implement...
“We are not on the same page…” And, What to do about it – A radio interview with Nick Anderson, The Crispian Advantage
https://www.youtube.com/watch?v=G80Q3EVdcJc (Click on the Play Button to listen to the radio interview with Nick Anderson and see the slides to support his advice) Nick: Does the phrase “They are not on the same page” sound familiar? You know that conversation...
Challenges to Implementing Successful Change – Trainer Perspectives
Here's more evidence of the difficulty many professionals face in bringing about change in their organizations. This latest poll adds to others taken last year during my presentations to Project Management Chapters, Institutional Researchers and HR professionals. How...
How Effectively Are You Communicating Change?
Too often people can see the value of a change for their organization (WIIFY -What's In It For You) but don't get how it benefits them (WIIFM - What's In It For Me). Recently, I tested how well 65 HR Professionals thought their organizations fared in getting their...
How well does your leadership development deliver results?
Leadership engagement at every level is an undeniable requirement for successful change. Unfortunately many executives think a seminar or other training program meets this need. No surprise that such palliatives have little impact. This is especially true when...
Are your sales people on the same page with you?
The sales profession has now matured to the point that those you recruit are schooled in the basics but come to you with a mix of good and bad habits. How do you get the sales organization headed in the same direction, while avoiding the worst and replicating the...
Leading Improved Performance in Complex Sales
This month I consider probably one of the most difficult areas is sales, especially complex sales.
What makes sales complex?
Classically, “Many to Many” Think of it like a bow tie. On the left side you have the selling organization and on the right Complex Sales.
So, more people across the company need to communicate with customers and prospects before, during and after the sale. This increases complexity and the difficulty of “Keeping Everyone On The Same Page”
Why are sales getting more complex?
Business is more turbulent changing and morphing. It places, the sales function at the fulcrum of value creation and innovation within the firm.
This challenge of increasing complexity is not unique to sales. But, as salespeople serve as an interface between their company and customers, they are particularly affected by rapid internal and external changes
How does this affect sales people?
What are the key issues and trends in this situation?
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