A top reason an under-performer is kept on a payroll despite failing to realize results is because his or her manager touts the person’s “high potential.” This is notwithstanding the fact that the employee has accomplished little or nothing of

While managing salespeople I would occasionally hear a complaint from team members that sounded like this: We’re going to train on the steps to the sale again? This is getting redundant! While helping to run a six-dealership group, I would occasion

Thought I would share with you a letter I recently sent to a newly elected member of the United States Congress. As you peruse, consider giving similar encouragement to your Congressman. Honorable Daniel Webster United States Congress  Dear Congress

While many leaders and businesses become good, few attain greatness. Jim Collins addressed this phenomenon in his book, Good to Great, where he declared that the enemy of great is good. Collins contended that the reason so few leaders or businesses a

A common misconception is that you can change your team’s behaviors strictly by changing your dealership’s vision. Here’s an example to explain why that won’t work: a football team going 0-8 halfway through the season isn’t going to imp

The five enemies within I will cover in this month’s article apply as much to organizations as they do to individuals. However, I am focusing on overcoming the enemies within the individual – yourself – in this space as I believe that the dimin

These are complex times for leaders. Our sense of decency continues to come under siege from an array of antagonists: indifferent and entitled workers, a generation that embraces no behavioral absolutes, and from courts and governments that treat rel

The people in your organization will shape its culture, starting with the attitude, mindset, behaviors, character, and competence of the leader. In turn, your culture they shape will ultimately determine your results, for better or worse. That being

“Servant leadership” has been a business buzzword the past three decades. But in the 1,000 leadership presentations I’ve given in 14 countries over the past decade, I’ve discovered that many leaders have a misguided understanding of what it i