Salespeople are a force to be reckoned within organizations. Situated at the interface between companies and customers, they play a key role in business performance. “We don’t talk about it much, especially in France. However, without salespeople, in most cases, there is no business,” says Dominique Rouziès. “They are both ambassadors of their company for […]
Read More… from Global Sales Teams and the Impact of National Culture
We know that companies need to start moving away from traditional strategies for management development, and consider the skills required to improve chances of success. Leading executive education specialists have suggested that the most important of these skills is empathy. Most leadership theories suggest the ability to have and display empathy is an important part […]
Are entrepreneurs born or made? Commonly, characteristics such as risk seeking, assertiveness and vision are considered typical of a successful entrepreneur. But these are innate predispositions or aspects of temperament; by using them as yardstick, it is wrongly concluded that only certain types of people make good entrepreneurs or are capable of worthwhile innovations. Instead, […]
Read More… from Three Competencies Every Entrepreneur Should Develop
In 2003 the Space Shuttle Columbia disintegrated as it attempted to re-enter the Earth’s atmosphere. The disaster was found to have been caused by a piece of foam insulation that had broken away and struck the left wing during launch. Further investigations revealed that some of the NASA engineers had suspected the damage when the […]
Read More… from Leadership Dyads: Beauty, Disaster, and the Big Five
Gaining and retaining influence will forever be a vital component of leadership and this Idea shows that listening has a positive association with influence, over and above verbal expression. "We can process language at 300 to 500 words per minute; however, most people speak around 100 words per minute. The extra capacity makes it difficult […]
What is ‘shared leadership’? How is it fostered and developed, and what insight can be taken from musicians about this phenomena? This Idea looks at the performance practices of musicians and the leadership challenges that arise in this field to explain why a single responsible leader within a hierarchical system can lead to problems within […]
Read More… from Ensemble Leadership: Lessons from the Orchestra Pit
Change is frequently experienced as a risky transition in today’s organizations. The impact of the failure of a change initiative can be high; as such, managers and leaders have to get to grips with what change is about, and learn how to manage it successfully. Recognizing this and drawing on research by members of Cranfield […]
Read More… from Establishing Sustainable Change in Organizations
What is it exactly that makes a Chief Information Officer (CIO) successful? Setting out to examine the factors that determine growth and acceleration in a CIO’s career, the authors of the white paper referenced here looked at both the personal characteristics of 14 CIOs, and the environmental factors that enabled them to seize and achieve […]
Read More… from Chief Information Officers: Secrets to Success
Open communication is extremely important; it must exist for both employee input and successful team performance to take place. But does leader power diminish open communication? Through three studies, the paper attached shows that; yes, increased leader power can have a negative and damaging effect on team performance within an organization. Further findings including the […]
Read More… from Rendered Speechless: Too Powerful Leaders Stymie the Team
Rivalries in the workplace can be destructive to both personal career growth and group success. Many attempts to reverse rivalries fail because of the complex way emotion and reason operate in the building of trust. Using a method called the 3Rs, an effective leader can turn a rival into a collaborator, setting the stage for […]
