Leadership

Month: May 2017

Are sales organizations more susceptible to the Peter Principle?

By Carol Roby
May 24, 2017 Category: Leadership

The Peter Principle dates to 1969 and describes the folly of promoting someone based on past performance instead of the abilities needed for the new position. Its usually a shorthand for promoting people to the point of their incompetency. As an experienced sales person, Ive seen that what often makes a great sales person is not what makes a great sales manager. High performers focus on themselves, constantly adapting their strategies to reach their goals. The ability to self motivate helps sales people navigate the volatility in wins and losses yet remain focused and energized. High performing sales people often have characteristics such as confidence, resilience, independence, focus and optimism. Sales people who succeed have honed their specific skill set. A manager, on the other hand, is responsible for their team. They need to motivate and develop their team. Unless properly trained to manage diverse personalities, many sales managers coach and motivate their sales people in the

When You've Done All You Can... Stand

By Dr. Jacklyn A. Chisholm
May 24, 2017 Category: Leadership

I have heard the statement over the years, If you dont stand for something, youll fall for anything. This is usually meant to suggest that, at different points in life, you will be required to take a stand or declare your position on something even when it is difficult and may cost you something like family, friends, popularity, status, credibility, etc. I can recall several times in my life when I was required to make a decision as to whether I should or could stand, and if I was willing to pay the price either way. (This is a good place to remind you that every stand taken or not has a price associated with it.) As a teenager, my first major stand was to confront my boyfriend, who I had allowed to physically abuse me for several years. Ive often recounted that the choice was to continue to be abused or to stand up to him with the possibility that he could kill me. I chose to stand because to remain battered was no longer an option -- my future was worth the risk of death. My second

Six Takeaways from Woman of Power Conference 2017

By Jen Beroff and Bethany Cook
May 11, 2017 Category: Leadership

Twenty years ago, AKHIA was founded by our fearless and dedicated leader, Jan Guisich, during a time when the business world was really dominated by men. Jan defied the gender bias every step of her journey, ultimately growing her two-person firm into an agency of more than 60 employees (talk about girl power!). Driven by her own experiences, some of which consisted of her being the only female in a room, she is passionate about sharing her story to empower other women. Jan was recently invited to be a panelist in Rising Medias Woman of Power Conference held in Cleveland, and we couldnt be more proud. We were lucky enough to represent the AKHIA team and attend to conference, soaking in the powerful stories from Jan and a number of other strong and successful community leaders. Here are the top 6 things we learned at the Woman of Power Conference: Realize that theres always a plan. MaryAnn Correnti, CFO for Heinens, kicked off the conference with a bold, engaging and unforgettable speech.

Now Fear This

By Meghan McCarthy
May 04, 2017 Category: Leadership

I once worked for a boss who operated from a place of fear. At times, he could be a really good guy. He was a father and a husband, a family man so to speak. He also had a rough upbringing, plagued with health issues and as a result, took pessimism to an extreme. The glass wasnt half empty; it was shattered and broken beyond repair. He was a man waiting for the other shoe to drop, mainly because at one point or another, it had. When things were going smoothly at the office, work was great. The environment was pleasant, open, and even jovial. We collaborated, we came together, and we challenged each other in a respectful fashion. We brought out the best in one another and our team. When something scared him though (an employee made a mistake or someone above him asked a question he couldnt answer), his knee jerk reaction wasnt pleasant. Suddenly this amiable person put up a wall. He refused to listen at all, much less to logic or reason and instead spewed out demands, which ultimately

Project Heard: In Association with

Connect With Us

© , ProjectHEARD Powered by Virteom