“Guys, I don’t have the power to make decisions. They do. All I am is to be a highly paid sales representative.” (Definitely NOT a quote by me!) Above are some famous last words uttered by a past manager of mine. After this, no matter how I tried, I never looked at him the…
“Being right occurs when leaders focus on blame and/or credit for something that has happened versus focusing on what needs to happen.” -Nathan Jamail Ahh…being right versus vs doing right, the millennia year old conundrum. As a corporate leader, especially middle management, you can often find yourself in the position to shift blame…
Your past does not predict your future. Not if you don’t let it. The successes you’ve achieved and the failures you’ve suffered can be lessons for you on the road, but they do not determine whether you will walk it. Or how fast. Or how well. Learn from the past, build a new future. This…
Do you position your team members in the roles that best suit their attributes and skills? This is important. If you’re baseball coach, you don’t want farsighted players (with no corrective lenses) playing outfield. You do want pitchers who can throw the ball with speed and precision. You do want sluggers who can bash the…
This is a question a lot of readers have, so it may be helpful to answer it again. Attributes are those talents with which you’re born. You have them or you don’t. They’re what you are capable of, so you may not realize all of your attributes at a certain point in your life; but…
Because of our unique attributes and skills, we’re well suited for some tasks and poorly suited for others. The genius composer may not have much skill with home improvement. The Olympic runner may not be the best swimmer. Philosophy grads typically have trouble understanding fashion trends. The things we do especially well we can do…
Think of your organization as a sports team. Does every player for the Dallas Cowboys or the Texas Rangers play the same position? Of course not. The attributes and skills required for pitching are different than those needed for the outfield. The quarterback has a different role to play than the wide receiver. If you…
Part of creating a winning culture is making tough decisions about team members who continuously perform below your expectations. You do yourself no favors by keeping people in positions for which they are ill suited based on their attributes and skill sets. And you do little for them. Part of being human is enjoying the…
Creating a winning culture sets the groundwork for success, but what exactly is a winning culture? Culture includes the beliefs, ideas, values, rules, and codes of conduct in an organization or a society. It shapes how people within the culture think, feel, and act. A culture that celebrates virtue, for example, will inspire the people…
To be a successful sales professional, you need both the relevant attributes and the pertinent skills. What’s the difference? Attributes are those talents with which you’re born. You have them or you don’t. They’re what you are capable of, so you may not realize all of your attributes at a certain point in your life;…