Tag Archive - Competence

Hire and Fire For Values – Part 2 Firing

Fire For Values

It takes a lot of work to fire someone these days.  Our friends in the legal profession have made the process of firing employees incredibly time consuming.  For some leaders, this process is a disincentive for doing the right thing.

When a leader  allows a low performer to stay, that leader is failing.  In the same way a leader who keeps a person who displays disdain for the organization’s values due to this legal disincentive is failing as well.

Hiring For Values (previous blog) is a critical first step for leaders who believe in the values they claim.  An equally important step is being willing to Fire For Values as well. Continue Reading…

New Year’s Goal Setting – A Simple Model

Qualify Your Brainstorming Ideas

What are my priorities for this year? What accounts and what goals should I focus my efforts on? The time is now to ask these questions. Do not wait until after the holidays.

I sat in many, many strategy sessions for individuals, small teams and large organizations. They can be a beat down or very productive and energizing.

Somewhere along the way I picked up a tool that helped me clear through the clutter of brainstorming sessions and simplified my action planning. Continue Reading…

IMPACT Talk Radio Topic – Hiring the Right Salespeople for Your Business with Lee Salz and Host Dave Anderson

impact-talk-radio-h

Lee Salz, author of Hire Right, Higher Profits speaks with Dave Anderson about Hiring the Right Salespeople for Your Business on this 30 minute podcast.

All past and current podcasts also available on iTunes. (Over 4.5 Million downloads to date!)

Please rate us on iTunes as well!

Other resources -free PDF downloads of character-based interview questions are available at Overwhelmedmanagersguide.com.

Listen Here!

Or download the podcast by clicking here and listen later!

Stop Reacting! Start Leading!
Listen to IMPACT Talk Radio today for no fluff, straight talking solutions designed to IMPACT high IMPACT leaders who want to lead high IMPACT Teams. Every show goes beyond theory and gets into HOW to make an IMPACT that matters.

Coaching – Encouragement Versus Praise

Applaud Results

When someone does something well, a good coach jumps on the opportunity to praise them.  Praise is a great motivator.  But misplaced praise can demotivate.

Making people feel good about themselves in a vacuum doesn’t work.  In my past, I fell into the habit of always praising people.  It hurt their performance and our relationship.  Continue Reading…

Be A Leader Not An Expert

Be An Expert in Leading

I have to be an expert in all things concerning my product and the competing products if I am a salesperson.  I have to be an expert in accounting if I am an accountant.  I have to be an expert in commercial lending if I am a commercial lender.

What about leaders?  If I am leading salespeople, accountants or commercial lenders, do I need to be as up to date as my people? Continue Reading…

Small Tests Of A Leader’s Character

Oxymoron:  Small Character Tests

Small Test = “This is not a big deal.”

In a nutshell:  There are no small decisions when my character is involved.

For a leader, the magnitude of the decision should not determine my approach. If my moral compass is involved, then the decision is a big deal.  Too many times we make decisions based on our immediate perception of their impact. Continue Reading…

The Best Learning Tool Available To Us All

Man in mouse trap

There was an upperclassman at West Point who I was sure was the worst leader I had ever met. Then I met a commander in the Army that jumped to the top of the list.

But, it was not until I hit the corporate world that I met someone who, to this day, ranks at the top of this dubious list. They were all bad. But, I learned a lot from each of them.

Continue Reading…

The Often Ignored Key To Getting Promoted

The Key To Promotion

“I want to do your job someday Dave. Will you show me how to get there?”   I loved the ambition and drive Dorothy showed with that statement. But like others before her, she had no clue what the most critical thing she needed to accomplish was before she became promotable.

I had just offered her an advanced position that was one level below management.  She wanted to know about her next promotion. I asked her what steps she thought would make her a great candidate for the next level. Her answers were typical, and they were misguided. Continue Reading…

Being Good Sometimes – Is Not Good Enough

Don't Be Surprised

Should someone continue to pay me for doing part of my job? I have encountered people who think that doing a good job in parts of their work is enough to expect continued employment and in some cases promotions.

Here are some examples:

  • A nurse who is strong clinically, but consistently fails to correctly document things in patient charts.
  • A salesperson who knows his products and competitor products inside and out, but creates very few strong client relationships.
  • A middle manager who always gets reports in on time, but does not coach or develop individuals on her team.

Continue Reading…

Wisdom Versus Intelligence

Wisdom or Just Intelligence

I knew some brilliant people in high school.  They made good grades and graduated without even trying.  They went to good colleges and got impressive degrees.

I also knew some people in high school who struggled with grades.  Try as they might, they fought to make it to graduation day.  Some went to community college and then finished their bachelor’s degree at another local school with unimpressive grades.

Today, I see success and failure in both the brilliant and the average.  The difference between success and failure is often wisdom.  I’ll take wisdom over intelligence every day. Continue Reading…

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