In times of crisis your people feel anxious, afraid and out of control. And they’re looking at you, their leader, to be their lighthouse in the storm. Ineffective leaders make…
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A study shows that rumors spread faster and multiply when managers make mistakes that escalate uncertainly into anxiety. Learn a 5-step plan to help you communicate effectively, stifle rumors and…
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New ways to communicate create new opportunities – but also new challenges – for salespeople. And it’s hard to know what the rules of engagement are. When businesses first began…
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Every salesperson knows that customer relationships are built on trust. But there’s a little-known element of trust that many salespeople overlook. In this Quick Take, you will learn: The true…
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Some sales are straightforward: You know who the decision maker is and how he or she will make the decision. But most sales – especially big sales – are anything…
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Should you let people manage their own projects, or should you ride hard on them? Research suggests that the answer is “both.” When you create external accountabilities for your people,…
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Every leader recognizes the risk of getting their egos stroked by the people who report to them. They’re right to worry: Consciously or unconsciously, those who provide counsel and perspective…
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We hear a lot these days about “taking ownership.” You want your people to “own” the tasks they’re working on, “own” the results (good or bad) of those tasks, “own”…
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Training programs aren’t exactly notorious for being flush with cash. But when workplace learning struggles to deliver the expected outcomes, a common reaction is to throw money at the problem….
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it’s difficult for a skeptical employee to get any real value out of training. Their negative mindset will almost guarantee that they almost certainly won’t put in the requisite time and effort,
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Coaching in the workplace has been the subject of a variety of studies across multiple real-world occupations. But interpreting the results, and how they apply to your organization, isn’t always easy….
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Ever have one of your direct reports go around you to your boss? It’s not a comfortable feeling. It risks making you look bad to your manager, and it shows…
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Here are the ten most effective tools that keep employees engaged and productive, and ideas on how managers and organizations can apply them. Can you guess what #1 is?
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It’s always awkward when someone leaves your team – whether it’s their own choice or the company’s. Some organizations have protocols for communicating about an employee’s departure, but often, individual…
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You need to be flexible in sales. The better you adapt your behavior to the situation, the more success you’ll enjoy. But there are certain rules you can’t break, if…
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The thing about hiring salespeople is that they’re going to try to sell you on themselves, because selling is what they do. And that’s fine, as long as they really…
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Scott Odom, VP of Strategic Accounts at Clover Imaging Group in Düsseldorf, Germany, deployed the RLI Selling Essentials online sales program in Clover’s European operation. Within three months his team…
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Effective sales language isn’t about the gift of gab, or using words as a weapon to manipulate buyers into doing something they don’t really want to do. It’s about helping buyers make good decisions, and guiding them toward a solution that makes sense.
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Some people bounce back from mistakes – even big mistakes – with grit and resolve. Others feel crushed, lose confidence and stop doing the things that made them successful. They…
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Keeping all of your employees 100% engaged in their work is a challenge under any circumstance. But in times of change and disruption it can seem impossible. Fortunately, there’s some…
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