Is it better to be feared than loved? Most leaders today would thankfully answer loved. However, when Niccolò Machiavelli posed the question nearly 500 years ago, things may have been different. Despite companies’ sentiments that they prefer “loved,” many corporate cultures still feed on fear. The problem is that some leaders either don’t recognize or refuse to…

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How much does your organization spend training your sales people to sell? How many sales occur as a direct result of that training? Some sales leaders will attest their sales training adds real value. But most claims are based on hunches or casual observations; rarely is perceived value based on measured facts and data. You…

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