Jun 22, 2019

Who are you listening to?


I had a fascinating conversation recently with a senior executive of a well known company. Like many sales organizations, there is a headquarters staff of 300 but the sales are generated by sales teams around the country. Of those in the main office, there are only three individuals who have had experience in the field: working with customers; selling product and seeing the projects they sell...
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Oct 24, 2018

Overestimating our skill and underestimating our weaknesses

It should not be a surprise that we are often prone to overestimate our skill and underestimate our weaknesses. This can have the affect of trusting our instincts too much in the first instance and not understanding how our weaknesses impact others in the second. 

Take for instance, an individual who is good at strategy. Because they have skill in determining strategy they can downplay the input of...
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Dec 22, 2014

What are the things a leader needs to communicate to his people to ensure that he is getting the truth

Without truth from others, a leader is left only with his/her assumptions or perceptions and that is a dangerous place to be. So how does a leader ensure that their staff and friends tell them the truth? It is an important question that has huge ramifications. What we don't know will hurt us. What we do know can help us - if we pay attention!

Leaders either encourage or discourage their staff from...
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Dec 22, 2014

What are the things a leader needs to communicate to his people to ensure that he is getting the truth

Without truth from others, a leader is left only with his/her assumptions or perceptions and that is a dangerous place to be. So how does a leader ensure that their staff and friends tell them the truth? It is an important question that has huge ramifications. What we don't know will hurt us. What we do know can help us - if we pay attention!

Leaders either encourage or discourage their staff from...
Read more