When you’re swamped with your own work, how can you make time to coach your employees—and do it well? It’s a common problem. But if you don’t build your people’s own skills and capabilities, they’ll come to you for answers instead of finding their own solutions. Hand-holding kills productivity and creativity, and you can’t sustain it. In the long run, it eats up a lot more time and energy than investing in people’s development. So... More »

Do you sell the same way you did a decade ago? In the classic movie Glengarry Glen Ross Alec Baldwin tells a group of salesmen that the key to selling is, “A-B-C. A – Always; B – Be; C – Closing. Always be closing.” But this steamroller approach is now a relic. According to bestselling author Dan Pink, sales has changed more in the last 10 years than the previous 100. Today, buyers have as... More »

People cheat in order to reconcile a disconnect between their expected and actual performance.

How leaders communicate has a tremendous impact on their ability to lead and influence others, and on their personal success. Yet unknown by many is that most communication is unconscious. Nick Morgan, communications expert and author of Power Cues: The Subtle Science of Leading Groups, Persuading Others, and Maximizing Your Personal Impact, has looked at recent brain and behavioral science revelations about how humans communicate, and how effective communicators use subtle gestures, visual cues, sounds,... More »