Producer vs. Leader

How Underdogs Become Leaders

June 9, 2014
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Like most everyone else who follows the Triple Crown races, I was rooting for California Chrome to win the Belmont Stakes this past weekend. I like that he started out this season as an unknown, but two men believed in him. His journey became an exciting one to follow! I’ve always been one to believe […]

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How to Lead Competitors

October 21, 2013
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Good sales people are competitive. It’s in their DNA. Their focus is on being the best. Breaking records. Beating out the competition – even if that competition is comprised of their fellow colleagues. This same winner-take-all drive can hinder a competitor’s opportunities to lead others. Sometimes it’s because their own leaders think that the person’s […]

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Sustainable Success Lies in Proactive Leadership

September 12, 2013
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Proactive leadership is when we are intentional about developing our direct reports. We teach our followers all the time – not just when it’s convenient. Our mission is for these direct reports to one day take our place and multiply so that the company grows through the growth of its people. Proactive leadership requires intentionality […]

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Get Things Done Through Others

July 1, 2013
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John Craig said, “No matter how much work you can do, no matter how engaging your personality may be, you will not advance far in business if you cannot work through others.” I believe the number one challenge for entrepreneurs as well as leaders trying to grow their businesses to the next level is their […]

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5 Challenges in the Player/Coach Transition

May 15, 2013
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I recently had a great conversation with a group of leaders each making their transition from player to the role of player/coach. These individuals are learning to find the balance between producing and leading, and they shared with me the most surprising and difficult lessons they’re learning in their player/coach season. Delegation is difficult. “Will […]

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3 Questions Every Producer Should Ask

September 10, 2012
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One of my favorite aspects about my job is the opportunity I have to coach a variety of leaders who are at very different seasons and stages in their leadership walk. I get to work with experienced leaders at the helm of growing organizations, mid-level leaders influencing 360 degrees, and younger up-and-coming leaders who have […]

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“Guess What? I’m Pregnant!”

January 8, 2012
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What four words can send a leader’s emotions into panic, shock, and fear while still masking a look and response of complete happiness and joy? “Guess what? I’m pregnant.” As a mother and business woman, I know the issues and pressures of dealing with pregnancy, pre- and postpartum emotions, and maternity leave. I get it […]

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The One-Two Punch of Sales and Leadership

November 20, 2011
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I used to live by the mantra, “Sales Can Fix Everything.”  When sales processes and sales people are aligned it truly can fix nearly every business challenge. When the recession played havoc on our businesses the only way to push through it was to sell through it. Those that did are still surviving or thriving […]

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Leading vs. Managing… At War or Peace?

October 16, 2011
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You hear the phrase management versus leadership all the time. Just the term “versus” gives us a feeling that the two are at war with each other. Yet, realistically the two cannot live without each other! We must have both leadership and management skill sets, as a person or on the team. Let me use my […]

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Perfect Leader Pitfalls

October 9, 2011
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In last week’s post, Too Busy To Lead, we discussed the challenges in establishing a balance between our workload and our leadership responsibilities. Today I’m digging into the mishap of being a perfectionist. Whether you are a full-blown perfectionist or just someone who can’t stand mistakes, these feelings could cause you to mistrust the abilities […]

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