The Science Behind What Really Drives Performance (It’s Going to Surprise You)

Republished from INC 01/31/17
Imagine you could have a skill where–in any given conversation with colleagues, clients, or subordinates–you could be keenly aware of, and even experience, their feelings and thoughts.
Sounds like some X-Men-like psychic superpower right? Well, what if I told you that anyone can have this uncanny ability and use its strength and charm to have successful conversations?

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Executives and Salespeople Are Misaligned — and the Effects Are Costly

Republished from Harvard Business Review, January 26, 2017
U.S. companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial performance that their strategies and sales forecasts have promised.

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Not So Different After All: 5 Overlapping Skills Needed in Life Science Academia vs. Industry

Republished from BioSpace, January 19, 2017
There is a notion that the skills needed for scientists in academia are dramatically different than those needed in industry.
The technical skills are largely overlapping, but it’s also clear that much of the project management and business management skills overlap as well.

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Being a Strategic Leader Is About Asking the Right Questions

From HBR 1/18/17. If you asked the world’s most successful business leaders what it means to “be strategic,” how many different answers do you think you’d get? Consider this number: 115,800,000. It’s the number of unique links returned when I searched online for “strategic leadership.”

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Why Sales Commissions Don’t Work (in the Long Run)

Republished from INC, August 12, 2014
By Aaron Skonnard

Think about salespeople and you think of stereotypes: people who are motivated only by money; risk takers who thrive on the adrenaline of a potential massive payoff; territorial lone wolves who aren’t team players; nine-to-fivers who are inherently lazy and will only work hard if incentivized with a big carrot.

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TED Talks Everyone in Management Should Listen To

Whether you’re new to being in management, or are a senior level manager to your team, being a supervisor means you have to acquire new skills in order to be successful and steer your team in the right direction. There are excellent resources to help those in leadership positions like books and videos, but TED Talks offer speeches given by experts in their field to give insight about specific topics. Many management talks exist on the site, but these are some of the most influential and educational to help you transform from manager to true leader. …

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