Personal Development Insights

The book The Weekly Coaching Conversation: A Business Fable About Taking Your Team's Performance and Your Career to the Next Level, by Brian Souza Where do you start? Understanding how…

Several years ago there was an article in the Harvard Business Review that really stuck with me. It was about an individual moving into a new managerial job and what…

It’s time to get control of the number one thing sales people do regularly to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or…

Many executives pay draws to bridge sales earnings when sales people first join the company. This strategy is intended to help them attract top talent by keeping the sales person’s…

A couple of years ago I read about a company that struggled through all of the classic problems companies encounter when they attempt to improve their performance appraisal systems. Related: 3 Steps…

If your calendar for the week is essentially empty at this point on a Sunday night, you’re prepared to be reactive instead of proactive this week. Instead of working on…

Gain the upper hand in initial meetings by understanding the signs people interpret in their first impressions of strangers. Psychologists have found that we form an opinion of strangers in…

To develop skills, it’s vital to get people to realise what they don't know. However, it has been shown that ‘not knowing that you know’ is a dead end from…

I’ve been studying the mindset of successful people for decades, and they share a set of common beliefs. People who struggle to produce the results they want also have shared…

One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll…