This past weekend, football fans across the country celebrated the return of the N.F.L.’s unionized referees after a three-week lockout. The N.F.L. is the country’s largest and wealthiest sports franchise. And the amount at dispute was only a few million dollars in a sport where annual revenues are counted in multiple billions. So why did […]
Blog Archive
As we near the start of a new year, leaders at all levels are in the process of setting annual performance goals. To turn these goals into results it’s important to change the conversation from a focus on what to a focus on what, why, and how. What. Goal setting conversations often begin – appropriately […]
With all the new reporting tools that are now available, it’s easier than ever to be seduced by the expanding array of performance metrics. So if you’re a sales or service leader, ask yourself this tough question. What are you actually doing to move the needle on performance? Are you really coaching, or are you […]
On a recent flight I found myself seated next to a career officer in the US Army. I thanked him for his service and we spent the flight talking about the Army’s approach to leadership training and its “up or out” policy. “Up or out” means that military officers are expected to continue to acquire […]
The legendary New York Yankee slugger Mickey Mantle put it succinctly: “I could never be a manager. All I have is natural ability.” Could Mantle’s insight apply to some of the managers and supervisors in your organization, too? When we talk to senior sales and service leaders, they tell us proudly how well their managers […]