Author Archives: James Strutton

I’ve had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existing managers to become more effective. One of the recurring issues I’ve discovered … Continue reading →

Every organization must have its own philosophy for Management/Leadership. We can’t give you a philosophy but we can help you develop one by first determining a solid definition of Leadership?
What would your definition be? Quickly write it down and then … Continue reading →

There are some times in life when everything changes. For families, it’s the birth of the first child. For people in business, it’s moving from individual contributor to the Leader. Here are a dozen things to think about.
Being a Leader … Continue reading →

The technology of the 1980s and 1990s bears almost no resemblance to what we have today. In the same way, our jobs and organizations probably bear little resemblance to that time. Companies reduce their staffs, outsource their operations, rearrange their … Continue reading →

A good portion of salespeople wonder at some point during their tenure with a company as to whether or not they should trust their sales manager’s advice. I wanted to tackle this issue head-on this month as this is an … Continue reading →

In the past few weeks, several times I have heard this phrase, “I can’t hold myself accountable.” Another person even said, “I don’t have a problem letting myself down, so I need somebody else to hold me accountable because I … Continue reading →

As I consult for businesses and organizations, I hear the same message over and over—both from leaders and from their employees: “People are getting burned out. We have to do more work with less people, making do with the budget … Continue reading →

If you look back just 25 years in your business, I would wager you did business much differently than you do today. I would even wager that your business has changed more in the last 5 years than it did … Continue reading →

In part 1 we shared that sales managers must be responsible to their people. So how do we do it? First, we recognize the three causes of failure and treat them in advance. Those causes are not knowing what the … Continue reading →

It’s true, you can’t be responsible for your people but by necessity you must be responsible to them. There is a big difference between being responsible for someone and being responsible to someone.
When we feel their success or failure is … Continue reading →