WHAT TO READ

Smart Trust

Trust is a sustainable success multiplier in today’s dynamic business world often described in terms that belie distrust and suspicion.  The problem can be people may not know, or have forgotten, how to trust others, especially in a competitive business environment.  In their recent book, “ Smart Trust ”, Stephen M. R. Covey and Greg Link set out to outline five trust actions that are common to high trust people and organizations. Of the five smart trust actions outlined in the book, my favorite is the discussion around action #4, which is to “Do What You Say You’re Going To Do”.   While this seems almost too obvious an action, it is set out as a key action for a reason; too many people don’t “Walk the Talk”.  The ability to model the behavior that builds a culture of trust becomes a performance multiplier both for individuals and for organizations.  Of note,...
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Making Yourself Indispensable - The Power of Personal Accountability

In this month’s blog I spoke of the importance of personal integrity.  So it is only fitting that this month’s book review speak to the topic by way of personal accountability.  In " Making Yourself Indispensable : The Power of Personal Accountability", Mark Samuel identifies the choices and behaviors required to truly be accountable people and by definition, self-leaders. The heart of the book in my mind is not only identifying accountability as a choice, but creating a model in which we see the consequences of our choices.  Essentially, in any given situation, we face two choices based on our intention within the given situation.  One set of choices takes us to personal accountability while the other set of choices take us down the road to being a victim.  Either which way, the choice is ours! Enjoy the Book!
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Hope Is Not A Strategy - The 6 Keys to Winning The Complex Sale

The end of the year holiday season is, among other things, a season of hope. As we take stock of 2012 and begin to focus on 2013, we are filled with hope for a better life in whatever way is meaningful to us. However, hope alone is not going to carry the day. Hope has to become a Vision which further translates to Strategies, Goals and Actions that lead to Improved Results. In his 2002 best seller " Hope Is Not A Strategy - The 6 Keys to Winning The Complex Sale" , Rick Page lays out very definitive sales strategies to differentiate your value and effectively close sales in a business-to-business selling environment. While the definition of complex may have changed in the last 6 years, in today's global and very uncertain business landscape, we can ill afford to "hope" we close a deal or "hope" the client buys from...
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Leaders At All Levels

I recently finished reading " Leaders At All Levels"  by Ram Charan and would recommend it as part of your professional leadership library. Ram Charan is a world-renowned advisor to business leaders and corporate boards as well as best selling author or co-author of 14 books. He zeroes in on different ways to ensure organizations have the quality and quantity of leaders in their ranks to ensure continuity of leadership. I especially found his views on how to spot and develop leaders within the organization to be insightful. In one section in particular, he states, "The military is another source of leadership talent. Its leadership training is second to none." As I reflected on why I integrate military leadership lessons into my leadership practice, it occurred to me it wasn't that I was just learning how to lead, but rather I was learning to lead extremely well under adverse circumstances that...
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Reality-Based Leadership

Several months ago I had the pleasure of meeting the author of this month’s book at a presentation she was giving. It only took me a few minutes meeting with her prior to her presentation to know she was the real deal. Cy Wakeman’s book,  "Reality-Based Leadership"  -  Ditch the Drama, Restore Sanity to the Workplace, and Turn Excuses Into Results  is a bit of a wake-up call for organizations and individuals who are struggling with what real leadership is and should be to succeed in today’s global economy. My favorite chapter in the book is titled Lead “First, Manage Second” because I believe it does a very good job of delineating the difference between leading and managing. In keeping with the theme of generational diversity, I can recount many situations involving multiple generations where the leader was really managing when they should be leading. In some cases, the leader was...
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