Articles

Positive Progress and the Art of Negotiation

Article by , December 20, 2022

How much time and attention do you spend negotiating every day? Think about it: just getting to your work space requires negotiating activities, meals, and space (think nutrition versus convenience, after-school activities, commuter lanes, etc.) At work we negotiate our way through business deals, customer relations, office politics, and career advancements. Such negotiations often require the agility of Captain America, the stamina of Dean Karnazes, and the wisdom of Yoda.


View page

Quiet Quitting in Sales? Not a Real Thing

Article by , December 20, 2022

….stop worrying about quiet quitting in sales. Focus on performance and on continually attracting and retaining top sellers. When you measure what matters, you get the results you need. When you measure what doesn’t, you get nothing but disappointment and discord


View page

Motivation: What Emotionally Intelligent Leaders Do

Article by , December 20, 2022

n spite of all that’s known about motivation, many leaders and managers continue to misunderstand it and fail to make good use of its true nature. We make assumptions about what drives people, and often times, fail to understand their true (and often hidden) needs. Motivation is a theoretical construct used to explain behavior, the reasons for people’s actions, desires, and needs. Motivation is what causes a person to want to repeat a behavior—as when we form new habits. 


View page

Confrontations that Create a Win-Win-Win

Article by , October 2, 2022

What has been your recent experience with confrontations? When did you last initiate one? Confronting someone for their behavior today is no easy feat, especially when emotions are easily triggered and opinions vary. We often become quick to challenge their logic (What were you thinking?!), credibility (Where did you learn to…?!), and personality (Who do you think you are?!)


View page