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.

Why do teams and organizations often fail to achieve their goals and fall short of delivering on their good intentions? Leaders often focus on securing commitment and buy-in, yet commitment is rarely the problem. Also, the issue isn’t just understanding the goal and knowing what needs to be done. Teams and individuals often understand and know, yet aren’t successful at doing (the “knowing-doing” gap). In this interactive Harvard Business Review webinar, motivational expert Heidi Halvorson... More »

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 »