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Archive for the ‘DISC’ Category

I was speaking at the ChinaSourcing Summit in Hangzhou, China, last week and got the chance to share some research and ideas with other industry leaders about how to upgrade the quality of management conversations with employees in a service and data-intensive industry.

ChinaSourcing Summit Hangzhou

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Speaking the same language

Managers continue to miss the sometimes subtle but often-times obvious ways that they are failing to communicate with the employees they manage.

This came home to me in a fresh way back in April when I was training a group of about 50 managers with China Telecom.  They were gathered from across different cities in China and they were at different levels in the organization, some front-line supervisors of employees and some of them director-level managers of other managers.

China Telecom (more…)

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How do you make the unruly world of sales more manageable?  One way is to align your salesforce on a generally agreed-on sales process and then train them on it and coach them to success.

Key to such an approach are the sales managers: getting them to support this approach and then giving them the tools and training and support to make it successful. (more…)

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Culture clearly plays a part in leadership and how it is expressed in different places.  People who live or move within different cultures encounter these differences and know they are real; the words to accurately describe or understand the differences, however, are often lacking.  We resort to general observations or broad-brush statements that are riddled with exceptions.

The experiences of leaders in different countries clearly shape them.  Two researchers looking at leaders in China, India and Singapore noted difference in challenging assignments, developmental relationships, dealing with hardships, education and personal experience.  All of these influences shape individuals into the leaders they are, and gaining an appreciation for each individual’s personal biography is insightful and essential for understanding their own expression of leadership with its gaps and its strong areas.

One way of understanding leadership differences is through behavior styles.  (more…)

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