Executive4sight

Walking the talk

In one my past engagements, where we had agreed to implement a whole bunch of changes, the CEO asked me, "how do we do that?", "how do we implement this new way of thinking?" After explaining all the concepts of change leadership, operational alignment and organization alignment, I felt they were still not all on the same page. So, I added: "you have ALL to walk the talk", I said.

As smart as I thought I was, the answer clearly remained unfulfilling, I could see.

What does "walking the talk" mean?

We [...]

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Resistance to change – really?

I was reading a post at LeadershipNow entitled Getting the Information You Need. It referred to an article written by Mark Ronald and Robert Shaw from the Leader to Leader institute entitled Developing Peripheral Vision.

They warn to watch for signs of resistance to change:

Silence: In leadership teams, members who don't support the trend of a decision often simply disengage from the dialogue and remain silent rather than pose a contrary point of view—particularly if the leader appears to support the decision or the group is moving quickly to closure. Who has checked out? Non-answers: People can opt out [...]

Continue reading >> Resistance to change – really?

Why aren’t the dogs eating the dog food?

Many organizations throw sales people out on the street in the hope they will make their companies successful. Although sales success is not possible without great sales people, a lot more than hiring great sales people is required to achieve sales success.

Sales leadership starts in the office of the CEO. The office of the CEO must induce a culture of strategic selling to the whole organization. Selling strategically means implementing a Sales Governance Model and developing competencies at 3 levels: Sales Governance, Sales-Cycle Management and Sales Execution.

As you look at the list of competencies an organization [...]

Continue reading >> Why aren’t the dogs eating the dog food?