In the world of talent management and leadership development, companies place a lot of emphasis on identifying and developing “high potentials”. Often these high potential leaders are high performers in the middle levels of the organization who are viewed as future senior executives. Explore for a moment the paradox of high potential – as opposed…
In a follow up to my post about conducting high value monthly business reviews (MBRs), I want to comment on a critical distinction between flexibility and accountability. Understanding this distinction can help you be intentional and explicit about the leadership culture you want to create. As leaders, it is easy say that we want accountability…
Monthly business reviews (MBRs) are a great way to track your progress against your strategic and operating plan, make adjustments to align your team, and capitalize on opportunities in the marketplace. Most importantly, consistently conducting high-value MBRs helps you and your leadership team to create a culture of commitment and high performance. Purpose: The Monthly…
Bluebird: An unexpected prospect who shows up out of the blue, flies rapidly through your sales cycle and buys your product or service. You don’t really know where they came from, but you are happy to get the revenue. The problem with bluebirds is that they lull you into thinking that your sales and marketing…
Beware the myth of benchmarks. Lots of time, energy, and money is spent running around trying to measure and conform to industry benchmarks. But strategy is about moving you away from the middle – towards a differentiated position.
