Archive for 2019
How to Replicate the Success of Top Performers
Note: The following article also appeared in Selling Power magazine here. Mentorship is one of the most effective ways to help salespeople improve performance. However, when we think about putting salespeople into the role of mentoring other salespeople, we run into a few significant challenges: Great sales managers want salespeople to spend time selling. Few…
Read MoreWill adopting a growth mindset supercharge your company’s performance culture?
I was intrigued by one of Jeff Pfeffer’s latest blog posts, “What If You Couldn’t Easily Fire People?” because of the premise that his post was based on. His premise is that one of the reasons there is such low employee engagement is that “at will” firing creates incentives for people to allocate less time…
Read MoreHow is your organization approaching diversity?
I recently read an interesting article in Time Magazine entitled, “Diversity has become a booming business. So where are the results?” The gist of the article is that many organizations have created diversity positions and functions in their organizations and/or promoted people responsible for diversity. These changes are meant to promote organizational diversity in response…
Read MoreRoadmap to Supply Chain Transformation
Change is never easy. If your company is undergoing a digital transformation you’re likely facing the very real problem of developing leaders who can keep the current business going strong while at the same time becoming champions of change. Rarely are leaders and managers good at both, and therefore tend to focus on keeping short-term…
Read MoreDid you know that financial incentives don’t really motivate employees?
As many of you know, I have often written about the limitations of financial incentives designed to motivate employees. In particular, I cite the work of Dan Pink in Drive about how people need a minimum of financial support to be motivated, but then three other factors kick in including purpose, mastery, and autonomy. With…
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