Author: cls-author

Find Value in Going Rogue to Change Your Sales Department

In your new roles as sales manager, you may be tempted to steamroll changes through the department. You'll have better outcomes by going rogue.

Manage Smarter 115: Coronavirus — Walk Around Managing When You Can't Walk Around

In this episode, we address management arising from the coronavirus pandemic with the iconic Tom Peters. Tom is the author of The Excellence Dividend and co-author of In Search of Excellence — the book that changed the way the world does business. In this episode, we discuss: Tom's strong opinions on CEOs currently laying off thousands of employees during this crisis; What is business responsibility in this Coronavirus epidemic?; How to “Manage By Walking Around" when everyone is working from home; and
Why leaders need to ramp up intimacy, kindness and thoughtfulness during this time.

Why Sales Assessments Lead to Better Hiring

What is a sales assessment test and why should you use it in hiring? The answers to these questions are simple.

Manage Smarter 114: Managing Coronavirus Anxiety Among Your Team

In this episode, we address mental heath issues arising from the coronavirus pandemic with Kristie Knights — a licensed professional counselor and has been in private practice for 20 years. She is an expert in trauma and suicidology. She is also the Founder of iRise Leadership. In this episode, we discuss: How managers can implement a culture of more empathy and allowance of negative feelings in the workplace during this time; The difference between anxiety attack and full-blown depression; Tips and habits to improve your self-care during adversity and crisis; Tips on how to provide you and your family structure as you work from home; and ideas on how to visit virtually with family and friends to stay connected and not isolate yourself.

How to Shut Down Fake Talk

Is fake talk a problem for you when communicating with your direct reports? Do you know what the term fake talk means?

Are You Developing Your Emerging Leaders?

Do you have emerging leaders in your organization? Do you know what aspects you should be looking for in order to identify and coach these individuals?

Managers: Are You Asking the Right Questions?

Are the managers in your organization expected to have all the right answers? Dave McKeown’s research shows managers can do a better job when they ask the right questions.

Use Gray Space to Improve Your Team Members’ Performance

In many teaching situations, the instructor has to repeat the message five or six times before the audience internalizes it. Unless they use gray space, managers face the same challenge when they try to get team members to change their behavior.

Manage Smarter 107: The Third Eye of Rogue Leaders

Paul Rosenberg is a Fortune global Fortune 500 coach, author, and speaker. He is the author of the top-rated book Rogue Leadership: Harnessing Headwinds to Drive Performance. In this episode, we discuss: the definition of Rogue Leadership; How to truly reach your “gut” feelings to guide you; Making decisions: Quickly vs. Right; and
Fun or boundary-breaking activities to break you and your teams out of a rut (Bubble wrap anyone?!!)

How to Assess Sales Candidates

Plenty of people work in sales, but not so many people have formal college-level education and training in the field. Do you have a good digital sales assessment?

Are You Hiring Optimistic Sales Professionals?

Many experts believe optimistic sales professionals will improve the bottom line for any organization. Should you hire a sales professional who sees the glass as half full?

Why You Need Sales Assessment Tests in Addition to Auditions

We’ve all encountered individuals who interview well and then turn in a lukewarm performance on the job. To reduce poor hiring decisions, sales managers need to use a sales hiring assessment in addition to an audition.

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