The Coaching Effect Blog

Kristi Shoemaker

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10 Barriers To Managerial Learning

Posted by Kristi Shoemaker

June 6, 2012

Clinton Longenecker, Professor of Leadership and Organizational Excellence based at The University of Toledo, recently published his research finding that asked a sample of 230 managers from a cross section of 20 US service and manufacturing enterprises to answer the following research question: "Based on your experience, what are the primary barriers that prevent or damage a managers ability to learn?"

At the time of this study, all of the participants were from organizations that were experiencing significant organizational changes brought on by the current economic downturn.

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Topics: Leadership Development

Nourish Your Professional Lifespan

Posted by Kristi Shoemaker

June 4, 2012

 “…an individual’s current skill-set is of secondary importance to their ability to learn new knowledge, skills and behaviors that will equip them to respond to future challenges.  As a result, our focus must shift to finding and developing individuals who are continually able to give up skills, perspectives, and ideas that are no longer relevant, and learn new ones that are.”  The quote from our Pillar Partner the Center For Creative Leadership's white paper continues to support the fact our world is becoming more complex—unable to predict outcomes.  To be comfortable with what you know and what you are doing today is to be stagnant, not a desirable label with which to be stuck. 

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Topics: Performance Equation, Professional Development Ideas

How To Identify Leaders On Your Sales Team

Posted by Kristi Shoemaker

May 28, 2012

The next trend to watch out for in leadership is reverse leadership. Reverse leadership happens when someone not in a formal leadership role demonstrates great leadership ability: when a sales rep steps up with a solution to a persistent problem, for example; when a customer service rep inspires her colleagues through her exemplary customer-centric behavior. When someone on an account team improves dramatically after being constructively coached by a fellow team member. Scott Edinger, the founder of Edinger Consulting Group, recently published an article for Harvard Business Review that outlined the characteristics of a reverse leader. Read the full article  "Find the Reverse Leaders in Your Midst"

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Topics: Leadership Development

7 Interviewing Techniques To Avoid

Posted by Kristi Shoemaker

May 21, 2012

Job candidates make a lot of mistakes in interviews. That's bad—at least for a sales person hoping to get hired—but what's much worse is when you, as the interviewer, make one of the following seven mistakes. This article was published by Inc., and was written by Jeff Haden who is ghostwriting books for some of the smartest leaders he knows in business.

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Topics: Talent Identification/Acquisition

6 Steps To Conflict Resolution

Posted by Kristi Shoemaker

May 14, 2012

Conflict is inevitable. How you resolve conflict is critical. Handling it effectively a key to success but handling it poorly is the roadmap to further conflict.  Robert Pagliarini the founder of Richer Life a community of passionate people who want to learn and achieve more in life and at work, recently wrote an article for CBS MoneyWatch based on his experience counseling hundreds of people on financial disagreements. He shared the six key steps to conflict resolution.  Whether dealing with a money issue, a disgruntled employee, or a frustrated boss, these six steps apply. After reading this article, please add you best practices on how you resolve conflict with your employees.

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Topics: Employee Engagement

Lessons of Leadership

Posted by Kristi Shoemaker

May 7, 2012

As we advance in our careers, we become more aware of what it takes to be a great leader. Harvard Business Review recently published an article written by Tony Schwartz, president and CEO of The Energy Project and the author of Be Excellent at Anything. Tony shares twelves of his favorite leadership lessons.  Read them and then add to the list!

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4 Common Traits of Top Sales Managers

Posted by Kristi Shoemaker

May 2, 2012

According to Harvard Business Review writer Scott Edinger founder of Edinger Consulting Group, the leadership job that's hardest to do is the head of sales. And not just because sales brings in the revenue and tends to feel the friction from the external environment first, though both are certainly true. But because in addition, sales leaders deal with situations no other department encounters! Below are the highlights of Scott's article "The Most Challenging Leadership Job"

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6 Traits Of Adaptive Strategic Thinkers.

Posted by Kristi Shoemaker

April 25, 2012

If you find yourself resisting "being strategic," because it is easier to deal with what's directly in front, and because it always seems more urgent and concrete? Unfortunately, if you do that, you put your company at risk. While you concentrate on steering around potholes, you'll miss windfall opportunities, not to mention any signals that the road you're on is leading off a cliff. Today's blog post comes from Inc. Magazine. It is written by Paul J. H. Schoemaker.

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Big Brains on Leadership

Posted by Kristi Shoemaker

April 23, 2012

Sarah Wirth, VP Member Services of EcSELL Institute, was a keynote instructor at our Sales Coaching Summit this week.  Her session titled "The Performance Evolution: Why You Can't Manage Your Way To Growth" was well received by everyone in the audience. Download the white paper, which is written by Sarah Wirth and speaks to the performance evolution, to learn more about this topic.

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Memorable Quotes to Use In Sales Meetings

Posted by Kristi Shoemaker

April 19, 2012

During our spring Sales Coaching Summit, our instructors and attendees said some amazing things. Here are a few of the best motivational quotes from that week.

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