Four questions about whether or not organizational change worked Read more

There is a lot of talk about “the lack of trust”- in corporations, Washington D.C., Wall Street, the media, and so on. Nobody can be trusted. But how can we reverse the trend of trust lost? How do we build trust?  Read more

Ever heard the term “that was a good meeting”? Just what does that mean? Everybody is happy? Everyone got to say something? There was a “aha!” moment? A new idea came out? But isn’t there that gut feeling that says “We’ve seen this and done this before, and nothing happened”?  Read more

Is your organization customer-driven, or driven from the top-down? Here are quotes from two business books, “In Search of Excellence” (Tom Peters, Robert Waterman, Harper-Row, 1982) and “Best Laid Plans” (Alan Weiss, Las Brisas, 1990) Read more

Sales 2.0. That’s the latest buzzword for sales management. It’s the next silver bullet. It’s going to solve all of our problems we have managing and directing a sales force. Or will it? Read more

 “Fake Work”, Brent D. Peterson, Gaylan W. Nielson; Simon Spotlight Entertainment (Simon and Schuster), 2009. Read more

It’s uncanny how large business organizations have the ability to beat employee excellence into compliant, blind, mind-numbing submission. It’s equally uncanny how organizations can reward mediocrity, poor performance, and bad behavior because they don’t want to confront the issue for fear of hurting the perpetrator’s feelings. Read more

The question is often asked, “Are salespeople born or made?” With few academic institutions offering curriculums in sales, and fewer and fewer corporations investing in the development of their salespeople, it appears that successful salespeople today are born. In the very least, they are self-taught. Isn’t the same true of sales managers? Managing salespeople requires an entirely different management/ executive skill set than is taught in MBA programs. While the title of the subject matter is “Are Sales Managers Born or Made?”, maybe the question ought to be “What are the attributes of an effective sales manager?” Read more

Trust- The following comment was published in the September 2009 Harvard Business Review: Read more