Archive for the ‘Sales Leadership’ Category

Coaching and Mentoring

Are these Active Influence Roles the Same – or Different? Key Points: Mentoring involves giving wisdom and advice Coaching involves supporting people with inquiry and self-discovery Leaders must choose the best approach to use “in the now” When leaders become truly skilled in their ability to actively influence others, they will intuitively shift roles based on what is happening in the moment. They may glide back and forth between coaching, mentoring, facilitating, managing and leading, sometimes within the space of a single meeting. They choose the best approach to use “in the now.” In this blog post I’m going to focus on two of the roles an adept active influencer must be absolutely clear on – ...

Influencing to the Second Power – Your Employees & Organization

Going Deeper into Active influence KEY POINTS: Influencing Tomorrow Influencing for Results Knowing the Right Influence Method Group Influencing Influencing to the Second Power is about you, your employees, and the entire organization. The Second Power includes direct reports and any “others” within your sphere of organizational influence. This post is about growing your power to influence a valuable and very strategic asset. The greatest competitive advantage for organizations and its leaders, given equal access to technology and economic capital, is its human capital. Are you building equity with it and within it? The key to growing your power is staying engaged and involved. With product parity becoming more common and e-commerce more accessible to virtually anyone as a technology, your people’s ability to create brand experiences is paramount to sustained success and influence in the market place. It is the most valuable ...

Active Influence™ — Know Your Power

[caption id="attachment_1235" align="alignright" width="176"] Mark Uhlenberg established The Heartwood Group, LLC to actively influence client's outcomes.[/caption] What does “Active Influence” mean and why is it important to achieving results and transformation? Active Influence™ is best described by the words "engaged" and "involved". It is the antithesis of being passive or reactive. As a leader, business owner, spouse, or parent; you can find yourself becoming less engaged or involved with your relationships, employees, teams, and businesses. It may be an issue about some key employees you don’t want to take on or aren’t handling effectively. It could be an issue in the business or industry that causes you to “hope” for something to work itself out when all the signs say otherwise. The reasons are many and recognizing when passivity happens is the key. My experience working in and with organizations over the years is ...

Adaptive Leadership: An Adaptive Sales Leader (ASL) knows why the numbers happen.

March 24, 2012  |   Adaptive Leadership,Sales Leadership   |     |   0 Comment

The sales organization of any sustainable and successful business requires immense adaptability. And because the sales organization often is asked to implement the marketing and business strategy at the customer level; it is paramount to be adaptable to changes within and outside of the business. The most successful sales professionals have adaptive leadership qualities. An adaptive sales leader (ASL) will know their numbers and are fierce learning machines. They swallow up new ideas like a great white shark goes after seals! They are hungry hunters of results and knowledge. And when you put the two together (results oriented and hunger for knowledge) they become powerful leaders for their customers. An ASL can adapt and change in order to create the desired outcome needed for their customer and company. For sales managers and leaders the ASL is a dream come true. They are in short supply and you never seem to keep ...