Category Archives: Leadership

The network’s down! Five ways to empower your teams with Commanders’ Intent.

What would your people do if they were suddenly cut off from all ability to contact their leadership and other sources of information, perspective, and resources? Empower them to flex to the situation by understanding “Commander’s Intent” Students of military strategy … Continue reading

Posted in Advising, Employee Engagement, Leadership, Mission and Vision, Organizational Culture, Organizational Teamwork, Team Development | Leave a comment

How are your clients grading you on your authenticity?

In a recurring theme in our current election cycle, both major candidates are suffering low poll scores with their levels of authenticity, trust and transparency. In the early 1990’s, I remember there was a university professor and consultant that my … Continue reading

Posted in Advising, Client Relationships, Employee Engagement, Leadership, Personal Connection | 2 Comments

Leaders, Flex to Your Teams

Shelly was a senior sales executive, with over 30 years of selling experience in the energy segment. She valued her style as an activist leader, and her ability to leverage years of experience to help her teams beat their objectives. … Continue reading

Posted in Coaching, Communications, Emotional Intelligence, Leadership, Team Development | 2 Comments

Five Months From Disaster to Distinction: Ten Markers of High Performing Teams

It was January of 1997 and I was the new commander of an Air Force deployable communications unit.  We were about five months away from a major evaluation of our operational capability.  I was still getting to know my team, … Continue reading

Posted in Leadership, Team Development | Leave a comment

Cease Fire: Part 3: Collaborate to create an integrated set of metrics

Hi, this is Jim Cooper and welcome back to “It’s not just about the numbers!” This is the third post in our series on increasing alignment between sales and marketing.  In part 1 of this series, Susan Tormollen and Jim laid … Continue reading

Posted in Equity, Leadership, Organizational Teamwork, Sales-Marketing Collaboration | Leave a comment

Cease Fire! Part 2: Declare a strategic alliance between sales and marketing executives

In part 1 of this series, Susan Tormollen and Jim laid out five initiatives that you could establish to tighten the alignment between sales and marketing: 1. Declare a strategic alliance between sales and marketing executives 2. Create an integrated … Continue reading

Posted in Leadership, Organizational Teamwork, Sales-Marketing Collaboration, Team Development | Leave a comment

Soft Skills Power the Challenger Sale

What are you doing with your sales teams to help them step up to increasing expectations from sophisticated executive buyers? From my perspective, the worlds of selling, consulting, and coaching are converging in ways that are going to significantly improve … Continue reading

Posted in Coaching Sales Professionals, Emotional Intelligence, Leadership, Team Development | Leave a comment

Holding your own! Using Assertiveness to communicate with power and get your ideas heard.

Have you ever struggled to deal with a colleague or friend who is either aggressive or insistent that their approach is the only correct one? Did you consider either being passive, or maybe going over the top to be just … Continue reading

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Give up the role of expert

The sales effectiveness literature is full of descriptions of the benefits of coaching for sales leaders.  In a study of 2400 sales organizations, the Sales Executive Council found that sales teams that reported three or more effective hours of coaching … Continue reading

Posted in Coaching, Coaching Sales Professionals, Leaders as Coaches, Leadership | Tagged , , , , , , , , , , | Leave a comment

Business schools discover the power of EQ in leadership development

This is a very readable journal article on how a business school invested in a program to explore and develop the emotional intelligence of its students. It is well researched and its reference list would be a great place to … Continue reading

Posted in Emotional Intelligence, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Tagged , , , , , , , , | Leave a comment