Building A High Performance Culture

Building A High Performance Culture

A high performance culture has a focus on and regularly achieves intended results.  Building a high performance culture starts with building great leadership team.  Assuming that that employees understand what is important, and know what it takes to do their job successfully, is the second mistake of average leaders.    If bad behaviors exists, it is because the leader allows those behaviors to exist.

Sample Reference Check Questions

Sample Reference Check Questions

In my experience, reference checking is one of the best ways to determine a good fit for a potential employee or vendor.   Unfortunately, when I have been asked to provide references as a potential employee or vendor, few have followed up to talk with the reference.    Of the references who were interviewed, the conversations tended to be short.   In some cases, the reference checker might have already made their decision and is just going through the motions.    In other cases, the reference checker might be inexperienced at asking great questions.

7 Levels of Why

7 Levels of Why

The 7 levels of why is a technique that I originally believed I developed based on my own experimentation.   In my experience, three levels of questions rarely get to the real cause of an issue.   While I thought I learned this technique of questioning based on experience, I am an avid reader, and I am confident I originally learned this concept from a book or possibly several.

Channel Vs Direct Sales

Channel Vs Direct Sales

Recently, I commented on a LinkedIn pulse article by my friend Shane Zide.   My comment was as follows "Shane, I am a huge fan of the channel and partnerships that allow companies to deliver a complete solution to the customer problem.  For the majority of my career, I have heavily leveraged the channel.   Early in a company’s history I recommend a heavy focus on direct sales as the focus will be on selling to technology enthusiasts and early adopters."