It is impossible to calculate the sales dollars lost when a salesperson misses important clues provided by the customer.  We found that Fortune 500 top sales performers possess the ability to identify and respond to their client’s specific social styles. Studies indicate that when salespeople do not adjust their behaviors to the buyer’s, they experience […]
Human social evolution lags behind technology. And usually, after social evolution comes political evolution.  As technology speeds up, the faster we judge other people. It is the openness to respecting differences that sets those who will thrive from those who will not. Google estimates it takes less than a second for a person to form […]
This summer is our 25th year! A chance to reflect, rebrand and grow. While I’m delighted to reach this milestone, it’s clients who’ve made our work possible. I’ve always believed true genius doesn’t always come from the facilitator, coach or trainer, but mostly it comes from the clients they serve. Our job is to guide you […]
My friend Anton, who is Chief Medical Officer at Mercy Health, and I were prepping for an upcoming team-development event when he shared the name of his presentation for this event: Good leaders are losers. This oxymoronic title provoked the questions: Why? Aren’t good leaders winners? Isn’t the point of leadership based on the goal […]
Great leaders architect moments. Their energy, focus, and agility, attracts others to experience what they experience. Like a full breath during a walk in the forest, or relaxed shoulders when entering a stained glass cathedral, a physiological reaction takes place when we’re around positive, inspiring, soothing, and grounded leaders. Davis, an architecture and design […]
Remember Newton’s Third Law of Motion: For every action is there is an equal and opposite reaction? I’ve coined a similar law for business teams: For every symptom, there is a hidden root cause. Symptoms are easy to see while root cause is often hidden. Why should we care? We make decisions on what we […]
For reasons that include fear for our own well being, companies that measure and reward individual instead of team results, a new generation of employees who feel more entitled than their older peers, and a US culture that reveres individual success, it appears we’ve entered the age of narcissism. Let’s face it, some amount of […]
Why do so many people start a new business, only to fail? According to the Commerce Department 80 percent of all new businesses close their doors within the first five years. Of those that survive another eight in ten will fail in the second five years. There are thousands of books, tapes, seminars and lectures […]
Q: How can I get members of my team to speak up and improve communication? A: Encourage them to stop assuming how others feel and start owning the interpretations they create. To see American management 20 years ago, visit a company in India today. Like many other developing countries, India imitates American business.  Yes, U.S. businesses […]