Performance reviews require preparation and careful consideration. Conversations should be free-flowing, but they should also serve a purpose, and ultimately, they need to convey the proper message and extract the necessary information to make for a more productive and fruitful review. These meetings can be delicate and uncomfortable, so to set the tone and steer… Read more »
We’ve been cataloging the 6 critical skills needed to build self-management in your employees. A self-managed employee is one who is motivated, high-performing, and frequently more engaged and dedicated to their work. Self-management isn’t a single skill, but rather a set of skills that can be coached and implemented through both professional coaching and development… Read more »
Coaching is a powerful tool in talent development. It helps build high-performing individuals with a strong grasp on their role, responsibilities, and growth opportunities, and it also helps accelerate leadership development. But even if you have a strong coaching program, how do you know if your efforts are successful? By taking a closer look at… Read more »
In this 3-part series, we’re doing a deeper dive into the 6 personality traits that make up mental toughness. Mental toughness is a psychological construct — each of the six traits are individual components of a larger whole — so it’s important to remember not to make assumptions about singular personality traits. However, we will… Read more »
95% of managers believe they could have a more effective method of performance management. Rather than going through the standard steps — set goals, review performance, set a plan, repeat — think, instead, about how you frame the process. How are you determining goals? What factors go into the goals you create? Do they take… Read more »
The average annual turnover rate for salespeople is 20%. Many factors account for that number, but a sizeable amount of voluntary turnover occurs from burnout and lack of motivation. To combat turnover, it’s crucial to put added resources behind your onboarding and development process to ensure your hires maintain the engagement, mental toughness, and willingness… Read more »
Running a small business is demanding - it comes with a considerable amount of risks and challenges to tackle. If that deal doesn't go through, where will the money come from? One of the most important things your small business can do is hire top-performing salespeople. After all, your business would not exist if it... Read more »
Building sales effectiveness through balanced teams may not be the first thing you think of when hiring and coaching, but when you HAVE a balanced team, the results and benefits are clear to the bottom line, productivity, and engagement in the workplace. So, how can you work to create balanced teams within sales organizations? Well,... Read more »
Self-awareness is the first step to being able to help others. Leaders who demonstrate high self-awareness are able to understand where they struggle, how they can compensate, and what they learn along the way. It’s a key component of emotional intelligence, which means that being self-aware not only signals the ability to recognize and understand… Read more »
Building mentally tough teams requires mentally tough employees. In our latest whitepaper, our research team defines the psychological advantage of six essential personality traits that make up mental toughness. And while some people are more naturally inclined to possess these traits, mental toughness is also a skill that can be developed by honing in on… Read more »
