Sure you’re not a bad boss?

If you look at the iconic embodiment of being a bad boss — apoplectic outrages, taking credit for others’ accomplishments, ignoring others’ suggestions — and think you’re in solid standing because you are not guilty of any of those, you are letting yourself off too easy, say Jack Zenger and Joseph Folkman, the CEO and president respectively of Zenger/Folkman, a leadership development consultanc

Contemplations from the corner office

Bill Flemming, president of Skanska USA Building Inc., a worldwide construction management company that, among other things, is completing the extension of the No. 7 subway line in New York City, spoke with The New York Times for “The Corner Office,” the newspaper’s regular Q&A with business leaders.
On making adjustments to his leadership style:

The hands-off approach to leadership

In welcoming this year’s incoming freshman class and a handful of transfer students at a convocation, Macalester College President Brian Rosenberg told the students’ parents, who were also in the audience, that he expects their chi

Clearing the clogged funnel

What’s wrong with your sales training program?

“Somehow, ‘successful’ sales training has become associated with a thick binder of material the salesperson lugs home from the class, never to open again,” states Steve W.

Confirmed Killers

“Hi, this is Bob Jones. We have an appointment tomorrow at 10 a.m. I was just wondering if you’d like to cancel?”

Research shows males may multitask better than their female counterparts

Here’s your counterintuitive research finding for the month: Thanks to better spatial-reasoning skills, men have an edge over women in multitasking, according to a new study.

Why a 5-year-old could whup your sales team

When a colleague brought her 5-year-old son, Tim, to a summer league softball game recently, sales coach Kelley Robertson ( said just observing the energetic boy through the length of the game provided several insights on what most salespeople can do better.

Making more of follow-up voicemail messages

If a rep leaves a voicemail message for a new prospect first thing in the morning and gets voicemail again on a second attempt later that day, what should the message be?

Preparation prevents sales pitch panic

Inevitably, fearful emotions bubble up and panicked salespeople propose overhauling your sales presentation. That’s OK, says Tom Searcy, CEO of Hunt Big Sales (, a sales consultancy.
“Sometimes, breakthroughs happen when frustration gives way to a release of creative energy. But don’t count on it.” His tips for avoiding eleventh-hour anxiety attacks:

In targeting new business, less is more

Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets, says Mike Weinberg, president of The New Sales Coach ( and author of “New Sales Simplified.” They are confident th

Targeting the right executive for the complex sale

For each sales opportunity, there is usually only a single executive who would be considered as the relevant executive for that opportunity.

The best sales books you’ve never heard of

Did you think that hot new book that’s being hyped all over the Internet will reveal the secret to overcoming all of the selling challenges that you and your team may have? Take it from me. The chances are slim.

Upgrading to brain 3.0

Just as the computers, smartphones and handhelds we use today rely on an operating system to function, people’s brains have an operating system and many are in need of an upgrade, says Anthony Iannarino, chief sales officer for Sol

When the boos must go all the way to the top

The boys of summer are almost ready to put away their bats and gloves. In our hometown of Minneapolis, the Twins are wrapping up a second straight abysmal season, on pace for 100 losses as we go to press after finishing one short of that mark last season.