Blog 2017-08-29T19:10:51+00:00

Cecond Opinion Blog

Step 3: Trust

Click here to see video of the tallest mountain in the continental United States: Mt. Whitney Ridge The first of my three-part blog argued Transparency comes first when building a high performing sales organization. The fastest way of creating Transparency and a sense of urgency in your sales organization is to periodically distribute a sales dashboard with the results of every rep. Next is Accountability. While Accountability is a two-way street, sales leaders from top performing [...]

Step 2: Accountability

The first of my three-part blog argued Transparency is the first step in building a high performing sales organization. The fastest way of creating Transparency (and urgency) in your sales organization is to distribute periodically a sales dashboard with the results of every rep. Step 2 is Accountability. While Accountability is a two-way street among top performing sales organizations, effective sales leaders know it starts with them. And they know it’s more what they do [...]

Step 1: Transparency

Top performing sales organization have three things average or struggling sales organization lack: Transparency, Accountability, Trust. This blog focuses on Transparency, the next two will focus on Accountability and Trust. When assessing struggling sales organizations, the first thing we see is very little (if any) transparency. Sales leaders don’t know what their sales reps are really doing day to day. Sales reps don’t know what sales leaders really expect from them--beyond hitting their sales target. [...]

My 3 Books for 2017

Ray Dalio's Principles--most of us shy away from radical truth and radical transparency, but Dalio talks about the positive impact this approach has had on employees and managers over 30 years building Bridgewater Associates. His firm's success speaks for itself. This approach isn't for everyone, but judge for yourself. Greg McKeown's Essentialism--great reminder to not only keep it simple, but to eliminate our countless tasks, commitments, and priorities that are “non-essential.” Instead of trying [...]

The Beauty of Positive Momentum: Don’t Miss It

During different stages of our careers, we’ve all been forced to hunker down and get a ton of work done in a short period of time. As successful leaders, we know the value of staying focused, working hard, and being productive. But are we missing something in our relentless pursuit of “what’s next”? I think we are. When striving for the next peak ahead, it’s easy to fail to think about how far we’ve come, [...]

Productivity Bootcamp for Executives: Site Visit #1

After finishing the last classroom session of our Productivity Bootcamp in mid-July, we’re exploring ways to reinforce what we learned together. Our goal is simple yet ambitious: To build the most effective approach possible to help busy executives become more productive leaders. This means moving from classroom to company and applying what we’ve learned. Becoming more effective leaders requires us to be aware of, and then change unproductive behaviors. This takes time, discipline, and periodic 360-degree feedback. [...]