How can I increase our discretionary effort?

Have you ever heard of discretionary effort? It’s the level of effort people could give if they really wanted to, above and beyond the minimum required. Let’s face it, every organization has star performers. Those people I like to call, rainmakers. You probably...

Strengthen Your Bench

You need the best talent for your organization to thrive! Yes? As the leader of your company, you’ve got to get intentional about strengthening your bench. Developing those high potentials so you can focus on the long term vision, meet with important customers...

I’ve Had Enough – I Quit!

I’ve coached sales teams. For 23 years, I was a sales dude. I carried a bag and managed sales professionals. I’ve seen a lot. You wouldn’t believe the stories! Here’s another story that happens once too often. I read the following letter of...

Who Should We Promote?

This week I invited Karin Hurt, a business acquaintance I met on one of the social media platforms, to be this weeks guest blogger. She raised a question that sparked my interest. What do we look for when hiring someone? Everywhere I go, I ask executives, “What...