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  Leadership Accountability - Losing Control of Your Staff?
by Gary Cohen - Jan, 2010
Reader's Question: I am a sales manager for a business services firm in Minneapolis. I am responsible for all new business revenue for my company and I have 5 sales people that work for me. Of the 5 sales people only one is a star performer. The issue I am having is he breaks all the rules and creates really bad relationships with all the other people in the company. I am on the senior team and the rest of them are angry that...
  Are You Risking Your Team's Success in 2010?
by Dee McCrorey - Jan, 2010
I was asked to "shadow coach" a junior program manager in his new role. His first big challenge was assessing the skills of a team who had been together for months, but who were behind schedule in launching their product. This new PM was now responsible for figuring out who would remain with the team and who would be replaced. My role was to walk him through the process of asking the required questions and reviewing the res...
  Communication is a Leading Indicator of Financial Performance
by Suzanne Bates - Dec, 2009
I’m often asked how you measure the impact of better communication on your company’s success. Watson Wyatt recently published a 2009-2010 survey that shows communication is a leading indicator of financial performance and a driver of employee engagement. According to the survey, companies that have highly effecctive communicators had 47% higher total returns to shareholders over the last five years compared to firms that are t...
  Want to Get Things Done? - Follow Up
by Dwain Celistan - Dec, 2009
Follow up is critical in business. Most meaningful business issues, agreements and/or transactions are not completed in an hour. They usually require more than one contact point for completion. Advancing typical projects and relationships occur over time. To reach your goals, there needs to be follow up. This is a proven approach to keep projects moving forward in a thorough and high quality manner. The same holds true for...
  Help Your Team Deal With Change
by Phil Gerbyshak - Oct, 2009
Recently I had a conversation with a Twitter friend about a change his team was about to go through. Here’s how the advice and how you can help your team deal with change. Change isn’t easy, but if you do it right, you can minimize the long-term pain your team will go through as a result of the change. 1) Explain why you’re making the change – Why are you making the change? Your team probably thought everything was goi...
  New Leaders Must "Fit" to Be Successful
by Dwain Celistan - Oct, 2009
In a recent survey of senior leaders, learning their culture was deemed one of the most important factors for selecting retained executive recruiters. Leveraging this knowledge should lead to identifying leaders who will "fit". The survey was conducted by Gundersen Partners among 220 senior leaders across industries. Most respondents were line leaders in general management (51%), followed by marketing roles (35%). Additiona...
  Take Your Team to the Next LEVEL
by Phil Gerbyshak - Sep, 2009
My entire IT department is getting restructured, to ensure we have the right folks in the right seats on the bus, and so everyone clearly knows what direction we are headed. I’m quite excited about this, as it will give me help in re-writing job descriptions, understanding where I fit into things, and how my team shapes up with what our needs will be for the next 5-10 years. I’m also excited because the goal is NOT cost cut...
  In Your Career Sometimes Bad News is a Good Thing
by Barbara Safani - Aug, 2009
Recently I had to deliver some bad news. It was one of those situations where I could always come up with a reason to delay the conversation. It never seemed to be the right time; there was always something to consider that would make the information more difficult to bear. So I put it off and then I put it off some more. Because maybe somehow I would magically come up with a better way to deliver the bad news. Maybe the recip...
  Effective Communication: What NOT to Do If You Want The Other Person to Hear What You're Saying Without Getting Defensive
by David Lee - Aug, 2009
The other day at a “Constructive Conversations” seminar I was giving, I witnessed a perfect example of what NOT to do if you want someone to hear your point of view. It was also a great example of how (unfortunately) natural it is for us to: 1. Infer what another person means, and then believe our interpretation is accurate, when in actuality it’s dead wrong. 2. Then launch into a debate or confrontation, based on our in...
  If You Have To Give Bad News...
by Sharon Melnick, Ph.D. - Aug, 2009
You may find that you have to give ‘bad’ news in these times. It may be to an employee, a client, a contractor, a family member, etc. If you have a tendency to put it off it is because it makes you feel uncomfortable (another deeper reason you might put it off is because having that difficult conversation activates for you a deeper concern about it having been your fault). If you have been putting it off because you don’t k...
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