Discovery Questions That Provoke Awareness

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Bob Schultek Author of The Gauntlet When we need help to resolve a problem, none of us wants to be sold; but we do appreciate the opportunity to explore what we value and why, without the high pressure tactics.A customer may have a good handle on his or her specific challenge or goal to be achieved, but often there is less clarity about why achievement is important. Resolving the problem may address a visible, troubling short term pain point, but could the …

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Leadership Happens in the Moments

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Bob Schultek Author of The Gauntlet Every day, there are moments when you can choose to lead. Leadership is more about these moments than it is about accomplishing grand initiatives.  Making a difference is all about these moments. One member of your team might be stuck and need your guidance or suggestions to open another path. When a choice between two possible options is required, rather than immediately making the decision, you ask your team to consider …

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Performance Makes the Difference

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Bob Schultek Author of The Gauntlet There are leaders who believe that discussing performance with an employee, using a structured process, is a waste of time for the organization and for the employee. If the process is conducted inappropriately, then they may be right. Some businesses have ceased performance discussions entirely.On the other hand, when leaders believe that their people make the difference, then they appreciate their responsibility to invest in their human resources, initiated through individual discussions …

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Maximum Output & Human Capital

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Bob Schultek Author of The Gauntlet Our capitalistic economy promotes efficient business operation as a means to maximize profit. Operating efficiently means that systems which drive the business processes are performing optimally, with functioning elements synchronized to consistently deliver quality work on time and within established cost standards. All components of the system, including the human assets, perform best under these circumstances, and can sustain targeted output with minimal stress.But since competition drives capitalism, there are …

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Intimacy and Satisfaction

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Bob Schultek Author of The Gauntlet When you last faced a purchase decision, what helped you feel more comfortable with your choice?  What gave you confidence that your judgement was appropriate and correct? You had worked through the analysis and were satisfied with it…but in retrospect, there was something more that convinced you that your decision was the right one. This level of satisfaction is most often due to a productive experience with your salesperson. At first, your basic …

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Change Resistance

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  Few change initiatives succeed the first time they are launched. Resistance to change is a potent human reaction so expect challenges and outright rejection. It’s what you do next that matters.   If you continue to believe wholeheartedly that your proposed change will increase the value produced for customers and your company, then persevere. Evaluate the basics of your strategy:   Are you appealing to the appropriate audience? Do they have the experience and analytical ability to …

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Leaders Enable Team Success

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Bob Schultek Author of The Gauntlet Leaders want their people to succeed; success lifts the person and the leader. Leaders cannot succeed if those they lead fail. The most effective leaders invest significant time engaging and coaching their people. Exceptional leaders appreciate that empathy and emotional intelligence, paired with experience and intellect, enable them to engage and collaborate with their employees such that those they lead gain awareness about how each person makes a difference. This truth is what …

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Culture and Value Creation

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  The fundamental premise of any business acquisition is that the merged organizations will be more valuable together than they would be if they continued as separate entities. An acquisition is supposed to be an exercise in value creation. Yet, a KPMG study indicates that 83% of acquisitions fail to boost value, and often, value is actually destroyed. Something goes very wrong along the way. Of the five key due diligence parameters for acquisitions – risk, price, strategy, …

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Pulling the Fire Alarm

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Bob Schultek Author of The Gauntlet As sales leader, you encourage your team to develop strong customer relationships. Because this takes time, you counsel them about perseverance, commitment and accountability, and enlighten them that they will know that preference has been earned when they are invited to participate in more strategic discussions like new product development meetings. Like most sales professionals, your team is highly self-motivated, with each member consistently demonstrating initiative. They understand that the …

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What Are You Worth?

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Bob Schultek Author of The Gauntlet All our lives, we struggle to improve, to advance our careers, and to strengthen the financial well-being of our families. There is genuine value in this pursuit, and during our lifetimes, we’ll have opportunities to make more money. But, is the pursuit of wealth what truly drives you? Is that what defines you? Most leaders acknowledge that real satisfaction comes from what they do, how they act to overcome …

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