Facing Your Resistance To Change And Moving Past It

I consider myself an agent of change. I’ve spent most of my career as a consultant, helping organizations improve sales results via some kind of change in training, coaching, technology, or leadership. For these interventions to deliver results, the people involved also need to change their beliefs, practices, and behaviors. However, most people don’t like…

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You Need A “Pause” Button As A Leader—This Is How You Get It

I’ve been working with salespeople, sales managers and sales leaders for most of my career. All of these years, I’ve helped them through training, coaching and other performance-based mechanisms. I probably don’t need to tell you about the efficacy of all of these wonderful interventions—it’s pretty dismal. Very few of these projects achieve intended results,…

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How to Stay Focused and Productive During Change

When I work with sales leaders and sales professionals in large organizations, I see a trend of massive changes, re-organizations, new leadership, new strategies, and new processes. Many people try to hunker down and wait out the changes, but, the changes aren’t going to stop. Unfortunately, by waiting, these people pull back on the activities…

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The One New Year’s Resolution You Can Keep For 2019

It’s that time of year again, full of holiday cheer and the itch to be better, richer, happier, or healthier as we move into the new year. We all know the futility of New Year’s resolutions; however, the new year does offer hope for the human spirit, hope for the new and different. So, how…

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