Monthly Archives: October 2021


We have adversity — now what?

We have adversity -- now what? It is true, many businesses are still moving through difficult and challenging times. For the most part, they can't control external factors like supply chain issues, labor shortages, proposed mandates, and so much more. I certainly don't intend to make light of these times, this is serious stuff we are dealing with, but as leaders, it's not supposed to be easy, and it's our job to grow from these circumstances. Equally serious as the current state of affairs, is our mindset and behavior. Oftentimes leadership is best learned, or honed through adversity. Recently, I read an article where former GE chairman and legendary leader, Jack Welch was asked, "What does it take to have [...]

By |2021-11-23T15:23:33+00:00October 27th, 2021|Leadership|0 Comments

What are you tracking? 

As leaders we know how important it is to track results. Without results, we have no business. What I know to be true is to get, and keep the “ball rolling” we need the right kind of action -- action that drives results. To be clear, I’m not referring to our people being busy -- or looking busy, but rather, are they doing the right actions that drive results? For example, we have metrics—take sales, we measure sales results. Obviously we need new business, growing market share etc., but, they don’t necessarily drive success -- they only measure results. What we must have is accountability that drives results. Said another way, when coaching your people, and when reviewing their list [...]

By |2021-10-19T20:31:19+00:00October 19th, 2021|Leadership|0 Comments

Developing your internal elevator speech.

There is no question that everyone in your company should know the importance of building deep, authentic customer connections. There's a delicate balance between messaging financials, metrics, dashboards, and the customer experience. If you're spending too much time on the business, and not enough time on the experience, danger may loom. My recommendation is to develop an "elevator speech" for everyone in the company to make sure they get it. To develop the speech, ask yourself the following questions: Where are we going?  Paint an inspiring vision that includes the ideal relationship with the customer. Write it from the customer’s point of view. What do you do that matters to them? Why are we going there?  It has to be [...]

By |2021-10-13T12:09:10+00:00October 13th, 2021|Coaching, Leadership|0 Comments

Don’t Play Robin Hood. 

We are all aware of the Robin Hood effect—taking from the rich and giving to the poor, but in business, let's be sure we are giving our best to the best. Typically in most businesses, 80% of the results are done by 20% of the people or customers. We call them the Top 20 Club. Where you have to be careful is not to spend too much of your time with the 80% of people who produce only 20%. As leaders we need to invest our time where we will receive the best ROI on our time. Invest your time by listening to your Top 20. How can you better serve them? What could you and/or the company do more of, less [...]

By |2021-10-05T20:56:47+00:00October 5th, 2021|Coaching, Leadership|0 Comments
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