employee development

Manage Processes, Not People

You would be hard pressed to find an employee that desires management over leadership.   Since management focuses on the process of a task, many in a leadership role tend to stick in this space as it may be what is most familiar.  It’s much easier to ask someone, “Hey, did you get that done?”  Management is focused on the actual process of a task and leadership is focused on the person’s ability to carry out the task based on teaching,…

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Out of the Box Leadership

Great leaders recognize the importance of individuality within the framework of a team. No team can be successful without the unique skills brought to the group by each member. If everyone were the same, then it would be an assembly line, not a team. The leader’s challenge is to find the harmony between varying talents to orchestrate a cohesive unit that maximizes productivity and success. If a leader does not take the time to get to know each member of…

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Cultivate your Creativity

Being a successful sales person starts with believing in you. Do you believe in your skills, your passion for the craft that you have chosen, and are you optimistically enthusiastic? If you aren’t excited about your company and product, the potential customers will see right through you. If it’s just a job, it’s hard to get motivated and to think outside the norm and drive towards success. You must show unwavering confidence from the time you wake up in the…

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Sales Prospecting

The ability to be creative when prospecting, working with customers, and developing solutions has always been an important aspect of a salesperson’s success. You must identify the vertical market that you want to prospect, have a solid game plan based off of SMART Goals, and get organized for daily prospecting. Prospecting varies based on the markets that interest you but the activity of capturing opportunities shouldn’t change. Whether you are making phone calls, knocking on doors, using social media, or…

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Vacation Time

There is a reason that companies give their employees  “vacation” time.  This time is typically earned over weeks and months due to the amount of work that your environment requires. Most people want to make a great first impression when newly hired and they will go above and beyond to prove that they were the “correct” hire.  However, it is important to realize that this company was in business before you and will probably be in business after you. Your…

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Constructive Feedback

Have you ever wondered about the evaluation process at your organization? Is it as clear for you as it is for your boss and have they thoroughly explained it? From the beginning of our ability to learn and throughout our life, we are continually looking for feedback on our personal and professional performance. As a child, the feedback from our parents, teachers, and coaches set the tone for how we will receive feedback as an adult. Once in the workplace,…

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Managing to Lead

Too often a person is hired or promoted into a leadership role and the “black hole manager” monster immediately gobbles them up. They begin spending more time in the business rather than on the business of teaching, coaching, training and motivating employees. Employees must be armed with knowledge and skills that allow them to work independently and to grow. I’ve always equated a leadership role to a schoolteacher role. Our job as a leader is to transfer knowledge as information…

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Employee Coaching

Effective coaching in a leadership role requires someone that understands, “It’s not about you, it’s about them.” Strong leaders believe in coaching as a tool and recognize the advantages of coaching their employees. Coaching requires time, which many managers don’t believe they have. Coaching managers ask questions that bring about curiosity and allows for the learner to share thoughts that will eventually lead to a learning opportunity. Learners listen to managers they trust and with whom they have built a…

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