To build a sustainably successful and high performing team, there are many levers the leader can use. A critical lever is leadership awareness - being conscious of the team's key characteristics, strengths & blind spots & utilising these areas for best...

In today's episode, I had the privilege of having a great conversation with Frank Grillo, an Exceptional Sales Leader who has built a very successful career in the building and real estate industry. We discussed all things sales leadership,

Leadership is a journey, an opportunity to constantly learn, discover and develop. What's really interesting though is that many leaders believe they have 'made it' when they receive the leadership title, and often will wear a 'mask' or put up a facade...

I firmly believe that a key to successful outcomes in negotiations is to be a person of principle, a person who seeks to create win/win outcomes. Yes, we will often need to negotiate with people and organisations that seek win/lose,

Achieving exceptional and sustainable results is 100% possible for any sales team, and we must begin with the end in mind. Being crystal clear on what success looks like. Once this is clear, our focus must then switch to the environment that we want to...

As leaders, we must be aware that we are being watched like a hawk. We must 'Be' the Model of Excellence that we want to see in our team that will lead to exceptional and sustainable results. One way to do this well is to focus on doing the small thing...

Leadership is not easy and it is certainly not for everyone. It comes with huge responsibility, and for some leaders, they make the decision to move back into an individual contributor role. For the leaders that stick with it,

If there is one thing that sales leaders and their teams must get good at - it's pitching. Pitching ideas, products, services or concepts. Unfortunately though, many leave pitching to chance, and 'wing it',

One of the challenges that many leaders face is having the difficult conversation with a team member. And often, the leader will avoid having the conversation, hoping that the behaviour or attitude will miraculously change on its own.

One of the mistakes many leaders make is they are not crystal clear on their leadership standards, or their standards are quite malleable and often change. When this happens, it is quite difficult for the leader to build and maintain credibility,