Category Archives: Team Development

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

Time management triage – Three tips to find the win-win

It was 1999, and I had just been promoted to the role of a global sales manager for a software and services business of a Fortune 50 company.   It was a new job for me with global scope and it … Continue reading

Posted in Employee Engagement, Managing Yourself, Reframing, Team Development, Time Management | Tagged | Leave a comment

Five steps to winning client trust by speaking your truth with power

Recent research of buyers of high value solutions is telling us that those buyers first interact with providers quite late in their buying process, and come to the discussion already very well informed about the value proposition and basic functions … Continue reading

Posted in Active Listening, Business Development, Client Relationships, Communications, Emotional Intelligence, Feedback, Team Development | Leave a comment

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

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Manage Conflict! (or it will manage you)

Conflict is a fact of life for most people. In a 2008 study, CPP found that 85% of workers in the US experience conflict to some degree and 29% report that they experience it “always” or “frequently”. (CPP 2008) Constructive … Continue reading

Posted in Client Relationships, Critical Thinking, Emotional Intelligence, Motivation, Organizational Culture, Organizational Teamwork, Team Development | Leave a comment

Take a Walk on the Dark Side

It was 1998. The prospect was a three-letter giant (TLG) in the telecom segment. The opportunity was a very large desktop upgrade project, where the prospect was proposing to replace their existing desktop services infrastructure. The value of the project … Continue reading

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How to Conduct a Black Hat Decision Review

A Black Hat Decision Review is a great way to get all the perspectives, pro and con, on the table and to enable your team to make the best possible decision, with your most important risks considered and mitigated.  (By … Continue reading

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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