by Cheryl Powers

The Game is On

Facts, while indisputable, merely describe the state of something. They point to things which are real, which exist but which don't necessarily explain why or how they got that way. And which, if viewed from another vantage point, may even seem to prove something else entirely.

Sherlock Holmes knows this well. Holmes out-sleuthed the police detectives time after time. He was especially fond of showing Detective Lestrade, who always seemed confused by the facts ...

by Cheryl Powers

How do you know for sure before you hire them that a salesperson or a sales leader can and will do what it takes to succeed? Their resume can't tell you. The headhunter doesn't want you to ask. The candidate will try to convince you in the interview and will likely be a more skillful interviewer than you are.

If you are serious about the success of your sales force and the success of your new hires, you simply can't wing it. You must know the specific sales skills, sales str...

Warren Bennis, one of my teachers and one of the world's finest business scholars, said, "Leadership is the capacity to translate vision into reality." And in our lifetime we have witnessed great feats of leadership and we have benefitted greatly from it. As I sit in my Aeron chair, typing on LinkedIn's publishing platform on the Macbook Pro that sits on my desk, listening to Mozart's Requiem streaming from my iPhone, I am in awe of the vision held by the creators of each of these things I ...