Usually credited as a Jack Welch idea, Rank & Yank refers to an employee evaluation system where workers are ranked against one another and those who are graded lower are then yanked from their jobs; as in fired. Proponents claim … Continue reading →
This blog is intended as a companion to the previous one, One Size Does Not Fit All, where we make the case for sales education designed to fit different skill levels. It is prompted by a common challenge we face … Continue reading →
One size may fit all when it comes to ball caps. But, it is a flawed approach when it comes to teaching and learning, including sales education. We are all familiar with the curricula we experienced in schools and then … Continue reading →
Over the last twelve or so years, I have done a fair amount of Executive Coaching. My approach is to start the dialogue using assessments like the Myers Briggs Type Indicator (MBTI) and Fundamental Interpersonal Relations Orientation (FIRO). They serve … Continue reading →
A recent piece in the New York Times on Lincoln School of Management by Nancy F. Koehn caught my eye because of my collaboration with the Lincoln Leadership Institute in Gettysburg (http://www.gettysburgleadership.com/). My first thought was that my friends in … Continue reading →