Management Archives

Are You Undermining Your Sales Success?

Are you struggling to get sales? What do you think the issue is? Do you think the problem is systemic (to do with the system) or individual (to do with the people)? According to sales expert Mike Weinberg, if your company’s sales department is struggling to hit its goals, the reasons can be both systemic (to do with the company’s processes) and individual (to do with the sales reps). In his book New Sales Simplified, he outlines possible systemic and individual factors that could be undermining your ability to acquire new business. Here’s a quick look at the issues that

Overcoming the 3 Types of Organizational Inertia

What is organizational inertia? How does inertia manifest within an enterprise and how can you overcome it as a business? In simple terms, organizational inertia is when an enterprise becomes “set in its own ways.” According to Richard P. Rumelt, the author of Good Strategy, Bad Strategy, inertia generally falls into one of three categories: 1) inertia of habits, 2) cultural inertia, and 3) indirect inertia. Keep reading to learn about organizational inertia, its types, and ways to overcome it.

How to Create a Sense of Ownership in Your Team

Do your team members enjoy a sense of ownership in the work they do? How can leaders create this? What difference does it make? Submarine captain L. David Marquet explains how organizations undermine ownership. He also provides insights into how leaders can create a sense of ownership by eliminating top-down monitoring of work. Read more to learn how to create a sense of ownership and understand the difference it can make in your organization.

4 Ways to Have a Competitive Advantage in Business

What is a business competitive advantage? What are some examples of competitive advantage in real-world business? In business, a competitive advantage is any attribute that allows you to perform better than your competitors. This usually occurs because they cannot replicate the resources underpinning it. So for example, a solid patent, a long-standing reputation for quality, or an outsized economy of scale will all give a company an advantage that is hard for a rival to overcome. Keep reading to learn about the different ways a company can exercise its competitive advantage in business.

The Effective Executive: Book Review (Peter Drucker)

Is Peter Drucker’s The Effective Executive worth reading? How does the author define effectiveness? The Effective Executive, a 1966 classic by management expert Peter F. Drucker, explains how to manage yourself to be effective. He defines effectiveness as choosing and doing the right things—that is, the things that significantly improve personal and organizational performance. This The Effective Executive book review takes a look at the book’s context, background, and critical reception by the readers.

Leadership Legacy: A Lesson from the Navy

What difference did Captain David Marquet make during his time with the USS Santa Fe? What can we learn from his leadership legacy? David Marquet revolutionized naval leadership when he commanded Santa Fe. He departed from the traditional model in several ways, most notably by assuming that everyone can be a leader. He built a powerful leadership legacy that can instruct and inspire all of us. Read more to learn about the leadership legacy of Captain Marquet.

How to Improve Morale: Tips From a Navy Captain

Do you need to improve morale at your workplace? What leadership model could make this happen? When Captain L. David Marquet took command of USS Santa Fe in 1999, the need to improve morale was palpable. He accomplished this feat within a year by deploying the leader-leader model to empower the demoralized crew. Read more to learn how to improve morale with the leader-leader model.

Simon Sinek on Ethical Fading in the Workplace

What is ethical fading? What are the main factors that cause employees to behave unethically? Ethical fading is when people engage in increasingly unethical behavior while convincing themselves that they are acting fairly and properly. According to Simon Sinek, ethical fading happens for three reasons: 1) poorly designed incentives, 2) rationalization and 3) reliance on rigid and impersonal structures in place of enlightened leadership. We explore each of these below.

The 2 Elements of Feedback and How to Deliver Them

Mastering the Art of Giving Feedback in the Workplace

What constitutes effective feedback? How can you ensure that your feedback is acted upon? According to Douglas Stone and Sheila Heen, the authors of Thanks for the Feedback, there are just two elements of feedback: 1) the looking-back element, and 2) the looking-forward element. To ensure your feedback is taken on board, make sure that the receiver understands both parts. Here is how to structure feedback to ensure both the giver and the receiver are on the same page.

Turn the Ship Around by David Marquet: Book Overview

Have you read Turn the Ship Around by David Marquet? What leadership lessons can be learned? In Turn the Ship Around, David Marquet tells the story of how a captain turned the U.S. Navy’s worst-performing nuclear submarine crew into one of the best by replacing the Navy’s traditional “leader-follower” (or command-and-control) structure with a “leader-leader” model that gave crew members control over their work. Its lessons are applicable to any organization—business, nonprofit, or government. Read more to learn the lessons of Turn the Ship Around by David Marquet.