By Kelly Riggs | Sales + Leadership
Bill Belichick made a Super Bowl decision that will be analyzed and criticized for quite a while. It was high stakes leadership for everyone to see. But was it good leadership or bad leadership? Should a leaders set aside rules or cultural norms if it means potentially losing the biggest game in sports?
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By Kelly Riggs | Sales + Leadership
So, how many times do you hear salespeople say “selling is about relationships?” It’s absolutely true! Unless the sale is strictly transactional and highly commoditized, relationships are essential to success. Unfortunately, however, there are no short-cuts or “hacks” for building relationships, but that hasn’t stopped salespeople from trying to end-run the relationship side of selling.
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By Kelly Riggs | Sales + Leadership
What counts in business is performance – not promises of performance, not excuses for a lack of performance, and certainly not mediocre performance. It’s the results that matter; what people actually produce in the workplace. The problem is that sub-par employee performance is often created by MANAGERS. Yes, that is correct. Poor performance is often a result of what the manager does – or, more accurately, does not do.
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By Kelly Riggs | Sales + Leadership
I think I’m on safe ground to say that it cannot be good for any organization when only half of employees believe that corporate leaders make good decisions. Confidence suffers. Engagement suffers. And, as a result, performance must also eventually suffer as well. The question is, why would employees have that opinion of managers?
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