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1). Coaching for Success Coaching is perhaps the most effective method of increasing performance available to managers, team leaders, and colleagues. This article defines coaching and outlines a process for effective coaching. Coaching Defined Coaching is perhaps the most effective method of increasing performance available to managers, team leade... 2). Entelechy Speaks to Bill George about Authentic Leadership I’ve had the pleasure and honor to meet some of the world’s greatest leaders and leadership gurus, from Sir Richard Branson, General Tommy Franks, and Captain Mike Abrashoff to Dr. Warren Bennis, Dr. Henry Mintzberg, and Tom Peters. I recently had the opportunity to meet with Bill George, former chairman and chief executive of Medtron... 3). FIRST: The Key to Successful Sales GREAT sales professionals know questions can be used in increase the value of their solution, eliminate the competition, and increase the prospect 4). Grassroots Leadership Principles – a Review of It’s Your Ship At the age of 36, Michael Abrashoff was selected to become Commander of the USS Benfold – at the time, the most junior commanding officer in the Pacific Fleet. The immediate challenges that faced him were staggering: Exceptionally low morale with unacceptably high turnover. Few thought that this ship could improve. In many ways, the Benfold was act... 5). Handling Challenging Situations with a Customer-Focused Mindset Most Customer Service Professionals deal with many challenging customer situations. These situations may include: • A customer who is upset about the quality or delivery of our product/service. • A product return or a cancellation of services. • Incorrect information given to the customer. • A cus... 6). Hiring the Best - Interviewing Strategies that WORK! In today’s competitive environment, hiring has increasingly become a key link in establishing and maintaining your company’s edge. By attracting and hiring the best people, your company can move quickly and grow steadily. On the flip side, however, poor hires cost you precious time, money, and opportunity. Poor hiring could cost you your company. 7). Leadership Development - Secure The Future “At senior levels of an organization, the ability to adapt, to make decisions quickly in situations of high uncertainty, and to steer through wrenching change is critical. But at a time when the need for superior talent is increasing, big U.S. companies are finding it difficult to attract and retain good people. Executives and experts point to a se... 8). Managing Upward - Working WITH Your Boss In challenging times, sometimes your boss’s behavior becomes erratic. She may overmanage or undermanage you and your work. She may lose sight of all the things you are working on. You may not be sure what your boss’s priorities are; they change daily. The costs associated with this business malady are many including: missed deadlines a... 9). Proactive Selling This article distinguishes proactive selling from reactive selling and illustrates the technique and benefits associated with proactive selling. Are you getting “no’s” bleed from customers saying no too often? Try asking questions that can’t be answered with a no. Try proactive selling. Reactive Selling Much o... 10). Problem Solving/Corrective Action Introduction This article introduces the problem-solving model as a technique for managing performance issues that are more controversial, or that are not effectively addressed through coaching or feedback. Issues such as tardiness, being out of uniform, continual poor performance, and others are best handled by a direct, objective app... 11). Successful Business Relationships Successful business relationships are based on Value, Competence, Trust, and Propriety. Value Value: The customer’s perception of your worth, excellence, usefulness, or importance. Value addresses the customer’s question, “What can this person or company do for me?” Value can be articulated by explicitly answe...