In a good talent management process, we take time out several times a year to evaluate our organization. We identify our top performers along dimensions of performance and potential and set in motion game-plans to create momentum with these top performers We identify employees that are struggling and discuss whether its an issue of performance
Jack Moore has taught me a lot of things over the years. He is a common sense guy and one of his themes is about taking ownership and putting hard work into everything you do. He tells a story of how he came back from the army and decided on what career to pursue. He
A member of a LinkedIn group, Jaroslav Berce started a conversation about a new way of meeting: A Walk in Nature. Its a great idea and one that I have used over the course of my career. Taking a walk with a colleague is a great idea for so many reasons(some of these came from
In an interview with Sandra Kurtzig, CEO of Kenandy, she says one of her leadership styles is not to “run after shiny objects”. She defines shiny objects as the numerous partnership opportunities that come one’s way, most of which are not right for the company. It’s about figuring out your sandbox that you want to
I was at a sales conference of one of my customers. His customers are surgeons. The CEO talked to his sales organization about expectation management. About the importance of setting expectations with your customer. And then he nailed it! He said, “You know our product. You know the features and benefits. But you have 20
Many years ago, when i was a management trainee with American President Lines, a container shipping company, I did a few months working the ships at the Port of Oakland. I worked with the Marine superintendents who planned the loading and unloading of these huge container vessels and who managed all the labor involved with
when i was a management trainee, part of my curriculum was to spend time a corporate with every department. When i finished my two weeks with Logistics, the SVP of Logistics, my good friend Michael Goh, had a wrap-up meeting with me. His last discussion point with me was about my career going forward. He
Happy Valentine’s Day! Do you love what you do? Do you make time for the things you love to do? When coaching executives, in discussions about career pathing, I usually hear career aspirations articulated in terms of job positions. People tell me what job they would like next. I move the conversation to also explore
As sales Leaders our goal is to co-create solutions with our customers, to allow them to be more competitive. Not only does it require deep knowledge of our products and the sectors we serve, but it requires a deep understanding of our customers. It demands of us an understanding of their strategy and mission, their
From the Preface to the book ‘The Other Side of the Hill’ by B.H. Liddell Hart: “The story is told in Croker’s ‘Correspondence and Diaries’ how, on a journey with Wellington, he and the Duke passed the time by guessing what kind of country they would find on the other side of each hill on