Seven Personality Traits of Top Salespeople

As a consultant specializing in helping businesses align great people with strategic initiatives, it always intrigues me when smart business leaders ignore or disdain the use of personality assessments as part of their overall talent management strategies. Usually it is because of ignorance as to the value of such tools. When I run across research in support of these tools, I feel compared to share them. In his Harvard Business Review blog, Steve Martin identifies his research that led him to identify seven personality traits of effective salespeople. I highly recommend reading this brief blog. If it is not a [...]

Personality Testing, the Swiss Army Knife of Talent Utilization

“Having the most talented people in each of our businesses is the most important thing. If we don’t, we lose.” ─ Jack Welch while CEO of GE "I am convinced that nothing we do is more important than hiring and developing people. At the end of the day you bet on people, not on strategies.” — Larry Bossidy   Many years ago when I was first beginning the transition from psychotherapist and president/owner of a very complex mental health, family counseling and substance abuse organization, I was piloting a particular personality profile tool that I thought might be of value to [...]

When Was The Last Time…..?

The New Year always gives us a sense of renewal and focus. It provides us with a time, albeit frenzied, to reflect on what happened last year and what we can do to improve upon our performance, our systems, and our “working on our businesses” as opposed to “working in them.” Many times, when we reflect, we think about what we should have done or could have done better. That type of reflection can often lead to asking ourselves a very important question, “when was the last time …(you fill in the phrase).”  Asking the question is a direct response [...]

Annoyed Customers Are A Great Asset

Your most unhappy customers are your greatest source of learning. -Bill Gates It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change. -Charles Darwin It is not uncommon for companies to overlook their most valuable assets. Recently I discussed how employees can prove to be a great resource for identifying issues within an organization and how great leaders utilize their employees in order to foster positive change. In this article, I will discuss another commonly overlooked asset – your disgruntled customers. Anyone who has ever had to deal with the [...]

What is Exit and Succession Planning

My good friend and fellow Certified Business Exit Consultant Kevin Kennedy has a great way to describe exit and succession planning: "Succession Planning is replacing yourself." "Exit Planning is replacing your income." Think about it! You, as a business owner can do one, both or neither. Please consider the consequences of having no exit and/or succession plan! Not pretty!

A Team Cannot Consist of Only One Man or Woman

A single arrow is easily broken, but not ten in a bundle. - Japanese proverb  The leaders who work most effectively, it seems to me, never say 'I.' And that's not because they have trained themselves not to say 'I.' They don't think 'I.' They think 'we'; they think 'team.' They understand their job to be to make the team function. They accept responsibility and don't sidestep it, but 'we' gets the credit.... This is what creates trust, what enables you to get the task done. -Peter Drucker   All great leaders have visions and ideas that can be cultivated [...]