Individual Leadership: Get the Information You Need to Lead

One of the challenges you face as a leader is getting unfiltered perspectives about your organization from those you lead. Just consider how you talk with your boss, whether they are the board chair, a CEO, or even a division leader. Do you share your completely honest take on issues, missed opportunities, and what you truly think about how the business is being led? Consider that, and remember it is harder to be direct the further down the org chart someone sits. If you want to know what is really happening throughout the business and what people really think, you’ll need to work hard to earn that honesty. 

• Ask for candid and frank opinions – likely more than once.
• Promise amnesty. Make it safe for people to share.
• Recognize and thank people for sharing difficult messages, even if you don’t like what you hear.

It starts with really wanting to know what’s real or true, not just what sounds good.

Organizational Leadership: My Latest Article for Harvard Business Review: Adapting Your Sales Approach in a Downturn

There has been plenty of debate over whether the U.S. economy is in a recession. Regardless of the technical definitions and economic perspectives, many organizations see challenging headwinds on the horizon. Even if companies aren’t feeling the economic pinch yet, they will be more skittish when it comes to spending when news cycles predict doom and gloom.

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As customers become more reticent to buy, your sales approach must change. Right now is the time to get your sales organization ready to compete. This may be a chance to gain market share on a competitor or expand your current business with new offerings.

Here are three ways to shift your thinking about your sales strategies, especially in a down economy.

1. Involve executives earlier in the sales process.
2. Break out of price-driven sales cycles.
3. Refocus sales managers on planning, not selling.

Read the full article on the Harvard Business Review website.

Dealing with the Downturn – Cutting Costs Versus Investing in Growth

Yesterday I was a panelist for this important discussion about how organizations can prepare for strong economic headwinds in the global economy. Next month I’ll be able to share a replay of the session, or if you want to see it sooner, I’ll be sharing it on LinkedIn during the next couple of weeks. Be sure to follow me on LinkedIn to make sure you don’t miss it.

Reflection: The Best Tools for Thinking

When you need to think, a pen and paper are among the best tools for the job. A blank screen and keyboard work too. Perhaps you think most purposefully while on a long walk, during a drive, or even when you are in the shower. However, few things drive clarity like looking at your thoughts on paper or the screen. 

Need to develop an idea, clarify a point of view, frame an issue, or outline the details of a problem? Taking time to write your thoughts allows you to see where your thoughts are disjointed. It magnifies where you are unclear, where your ideas need refinement, where you need to rethink your strategy, or even show you how to look to the horizon and consider what you want to change within your organization. Carve out a little time for structured thinking and write about it. See how it goes. 

Further Reflection: Happy Thanksgiving to You and Yours

We are at the start of the holiday season, and Thanksgiving is upon us here in the USA. So, I’ll take a moment here to say thank you for reading, commenting, liking, and supporting my work when you read this newsletter. I even appreciate the disagreement and differing opinions when you are willing to share them with me! 

There is a lot of talk about the value of gratitude. We hear so much about this that it’s easy to get numb to people talking about it, especially when we encounter difficulty. I encourage you to take a moment sometime this week to think about all that you are thankful for.

Upcoming LinkedIn Live: How to Adapt Your Sales Approach in a Downturn

Join me on Thursday, November 17, at 12 pm Eastern to discuss how to adapt your sales approach in a downturn. We’re experimenting with different times for the livestream to see what this audience prefers. Do you have a preference? Please let me know.

LinkedIn Live Recap: Why Your CRM Isn't Working and What Leaders Can Do About It

Click here to watch my latest Linkedin Live Recap on why your CRM isn't working and what leaders can do about it.