Regular readers know I definitely believe in the power of hard work. As Jimmy Spithill, skipper of Team Oracle USA, says, "Rarely have I seen a situation where doing less than the other guy is a good But
Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics—all part of a formal sales process designed to help their members
Although everyone claims to want a "win-win" deal, the sad truth is that most businesspeople are competitive and subconsciously want to "win" by making the other person "lose." Even when you enter negotiations
Turning Negativity into Productivity Dealing with a pessimist on your team can be a frustrating and time-consuming experience. Attempts to ignore or counter frequent negative comments may simply incite
Skilled managers have never been more critical to the success of firms than they are today. Not because employees can’t function without direction, but because managers play a vital role in talent management.