The Pros and Cons of Making Remote Work Permanent

The Pros and Cons of Making Remote Work Permanent

Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even once the current crisis is resolved. It could permanently transform the workplace allowing for more flexible working arrangements and work from home options.

But as great and forward-thinking as these changes may seem, they won’t work for everyone. For example, not every salesperson is well-suited to work remotely. The Objective Management Group already has data on it. It indicates only 41% of salespeople are suited to work remotely. Uh-oh!

Remote Work Benefits

As a manager, you might think this […]

Leaders: Don’t Wait to Communicate!

Leaders: Don’t Wait to Communicate!

It’s something I cannot stress enough: The importance of communicating with your team now during this crisis. If you don’t have all the answers, don’t worry about it – just don’t hide.

Vulnerability is okay. Absence is not. If you want to lead, be real and communicate. If you want to hide then you are not leading, you aren’t even managing.

Don’t Get Stuck in the Sand

If you are in a leadership position, then by definition you have people you are leading and those individuals are following you. If you aren’t engaging with them then how can they follow? If your head […]

Take Away the Risk of Failure

Take Away the Risk of Failure

The Objective Management Group Annual Partners Conference took place this past weekend. It was a memorable event, one, because it was held as a virtual conference for the first time, but more so because of the Kobe Bryant video interview OMG CEO, Dave Kurlan (@KurlanAssoc), presented.

Kobe’s Legacy in a Quote

The interview was powerful for all the reasons you might imagine. My main takeaway, however, explains why his legacy will loom large for a long time. It was Kobe’s statement, “If you aren’t nervous about the risk of failure, you’ll be able to focus on what you need to do.”

Simply put, […]

Crisis Time Equals Leadership Opportunity

Crisis Time Equals Leadership Opportunity

Now is the time when leaders’ legacies are formed!

I just participated in a wonderful video conference hosted by Patrick Lencione’s company, The Table Group. Patrick has written or co-written eleven books focused on teamwork, organizational health, and managing people, including “Five Dysfunctions of a Team.” I highly recommend these books and The Table Group’s teachings.

I heard some very powerful concepts on the video conference worth sharing. Since Braveheart Sales Performance focuses very precisely on sales teams and revenue growth, here are ones that can be applied to the sales side of an organization by managers. These concepts are […]

Too Dependent on the Sales Manager to Close Business? Time to Sharpen the Saw

Too Dependent on the Sales Manager to Close Business? Time to Sharpen the Saw

As I work from my home office, I hear the buzzing of saws cutting down tree limbs on behalf of the electric utility. I guess it is considered essential…but that is another topic. The noise does make me think about sharpening the saw. And, especially what a great time it is to help salespeople improve their skills to become independently successful.

Don’t Repeat History

Taking a lesson from the last recession, there are many salespeople out there who are successful in strong economic times but suffer in downturns. Frequently they lack the selling competencies that will support their sales efforts, but more […]