Top Sales Library - a resource of all things sales

Kevin Eikenberry

A Leader’s Role in Culture Creation

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Organizational culture gets talked about a lot by people discussing success in organizations. It is rightly considered an important determining factor in measurements including retention, job satisfaction, trust levels, productivity and much more. Yet there are some common misconceptions about where culture comes from and who is responsible for it. Because of these misconceptions too… Read More

A Leader’s View of Conflict

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A perennially popular topic for training at all levels of leadership development training, conflict is as often misunderstood and mishandled as it is discussed.  Consider this view on the topic from Tony Dungy’s book, Uncommon. “Conflict is best seen as an opportunity to understand our differences, since that’s when conflict usually arises; when we see… Read More

Anatomy of a Leader

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There is no perfect leader; leaders truly come in all shapes and sizes. Doctors know the same about their patients, yet they still study anatomy – to understand the basic workings of body parts, their roles and how they function together. While the bodies are different, the anatomy is the same. Similarly, though the style,… Read More

Creating Real Team Alignment

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Last week, I wrote about the importance of seeing opportunity in your team and what you can do to help your team see opportunities as well. I ended by telling you that the way to create that opportunity view was by creating a definiteness of purpose across all members of your team. Then I promised I would… Read More

Dealing with Reluctant Team Members

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I was asked a question about reluctant team members recently, and while the specifics of this question might not be familiar, the general situation is likely something you’ve seen, wondered about or experienced yourself. Let’s start with the question. I have a problem in that one or two of my staff (of ~20) don’t value the… Read More

Five Key Conversations to Have with Your New Boss

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If you’ve just been promoted, this is obviously for you. If you have been in your role for awhile, but your relationship and communication with your boss/supervisor/leader isn’t perfect, this will be of great help to you too. If you lead others and your relationships and communication with those you lead isn’t where you would… Read More

Five Keys to Better Decision Making in Meetings

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Lots of things happen in meetings – some of them even helpful! While most everyone has horror stories about meetings, there also are far too many examples of meetings that, while not awful, are far from effective. One of the reasons for these less-than-stellar experiences is that meetings aren’t often a place where decisions are… Read More

Five Powers of Encouragement

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I spent most of last week coaching leaders on their skills, abilities and results through the use of 360 assessments. While the experience, scope and overall skill of these leaders varied widely, one of the lessons I received from this process was a reminder of and deepening appreciation for the power of encouragement. By the… Read More

Five Ways to Improve Your One-on-One Meetings

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Leaders need to stay connected to and in sync with the members of their teams. Both parties have the need for updates and communication. And in my experience, many leaders and team members don’t believe that connection and communication is as effective as it could be. The solution is the one-on-one meeting. While this may… Read More

Five Ways to Visualize Your Goals More Powerfully

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You’ve got your goals set. You’re excited about them and the prospects of achieving them. Whether those are true statements for you personally, for your team/organization or both, congratulations! They’re both necessary and important steps. And, they aren’t enough. I’m guessing you’ve heard about visualizing your goals. Many tell me it seems silly, others think… Read More