People Management

How to coach a salesperson

August 16, 2021
The modern-day business of sales (for the most part) no longer features the drudgery and limitations experienced by the salespeople of lore—young Willy Loman, the Avon Lady, etc.—but that same self-starting, independent, highly motivated attitude is still very much in play.

Bring tinted sunglasses to your company

July 14, 2021
Does your organization have a sound method for employees to offer their opinions, vent or file a complaint without having to worry they’ll be identified?

Facts bore. Tell them a story

July 9, 2021
“Whenever I work with call centers,” writes customer experience expert Lior Arussy in the book Next is Now: 5 Steps for Embracing Change, “I meet people who don’t feel their work has much impact.”

What should you fear from the ‘dark triad’?

June 9, 2021
Aggressive, dominant, self-promoting. Manipulative, cynical, strategic. How about risk-taking, impulsive or lacking in empathy. Do any of these traits ring true for anyone you know? How about for yourself?

Find the right project leader

May 12, 2021
With enough time, you can usually train a person to be a great project leader. But you’ll do it better—and more quickly—if you start with someone who has a few innate leadership traits.

Disseminate info by ‘cascading’

May 12, 2021
In a large organization, “cascading” is often the best way to get information out to employees. When the CEO can’t address the entire workforce, he or she talks to managers who then communicate the news to their individual departments. It’s efficient, but not problem-free. Rely on this advice.

Steady the ship when employees lose their balance: 3 tips

May 12, 2021
Employee disengagement or burnout isn’t always apparent, and some employers may be in for a surprise if and when the COVID-19 pandemic winds down. Leaders need to learn how to recognize when the people around them—peers, colleagues, but especially subordinates—are out of balance or are heading in the wrong direction.

Take the right approach to conflict

May 12, 2021
No matter how peaceful and friendly your workplace is at most times, conflict is always a lurking possibility. How you deal with it can make the difference between a healthy exchange of viewpoints and a disagreement that threatens to shatter cooperation and productivity. Keep these points in mind for handling conflict constructively.

Don’t let disagreement turn nasty

April 14, 2021
Few of us enjoy dealing with conflicts in the workplace, but as a manager you can’t let unnecessary drama disrupt productivity. Take these steps to defuse disagreements before they turn ugly.

Technology is great, but something is missing

March 24, 2021
The way we communicate remotely —with email, text messages, Zoom calls—doesn’t replace face-to-face meetings and the relationships you develop with people when you can sit down in the same room and have a conversation. Here are a few tips and some cautionary advice.