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Acting on What’s Been Learned

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Mastering leadership is a continuous process of learning how to adapt to change and how to motivate it. It’s what leaders are expected to do.  Lately, leaders have been consumed with adaptation. But now it’s time to act on what’s been learned, relying on purpose and values, on encouragement and transparency, to inspire collaboration that can make things better going forward.   Learning begins by reflecting on what experience has taught, and then finding a better way by applying lessons …

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Less Data…More Story

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Leaders and change are inseparable. Whether reacting to a threatening external challenge or proactively disrupting the status quo to improve performance, leaders realize that people do not readily embrace change; initially, there will be uncertainty, disruption, fear and discomfort among those you lead when change is on the table.  But leaders also recognize these emotions as necessary ingredients in a change initiative. When paired with a clear, thorough understanding of projected benefits, they can be leveraged to focus energy, to encourage …

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Going First

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Bob Schultek Author of The Gauntlet Credibility is the number one reason people choose to follow their leaders. That credibility is based on the leader’s behaviors, transparency and accountability. How they walk the talk, keep promises, lead from the front. To build a vibrant organizational culture, leaders must go first. They are the first to make sacrifices, the first to take risks, and the first to feel consequences. They are the first to model the company’s values, first …

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Revealing Constraints Compels Action

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Discovering why a prospect needs a remedy is what makes the difference between a single commodity sales transaction and a comprehensive solution that produces sustainable value and launches enduring relationships. The most compelling solutions help the prospect overcome constraints that are hindering goal achievement. Why is identifying obstacles the most vital part of the discovery process? Productive sales discovery begins by clarifying a prospect’s current circumstances and stated needs.  With the starting point identified, the …

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“Quaestio”

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“Quaestio mihi factus sum” Yup, it’s Latin. . .from Augustine some 1600 years ago. Typically translated as follows: “I have made a question of myself” or “I have become a question to myself” Or let’s be more colloquial in translating: “I have become a puzzlement to myself” or “I puzzle me” How interesting that a statement so ancient sounds so modern and psychologically contemporary. It’s the statement one hears very often in coaching others; be …

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