Month: May 2016

Straightforward Ideas On Useful Strategies Of Business Leadership

ValueSelling Associates Expands Leadership Talent Base – Yahoo Finance

Evans, Managing Partner, Cincinnati OH, USA ValueSelling Associates, Inc. 48 minutes ago Content preferences Done RANCHO SANTA FE, CA–(Marketwired – April 21, 2016) – ValueSelling Associates, Inc., the creator of the ValueSelling Framework, welcomes Mark Evans to the ValueSelling team. “The continued expansion of the ValueSelling Associate network enables us to provide tremendous value to our current and future clients,” said Julie Thomas, ValueSelling President and CEO. Thomas adds, “Because of his impressive experience managing ValueSelling implementations, Mark has a unique background in that he comes to ValueSelling fully entrenched with the ValueSelling methodology.” Evans’ career spans industries and product categories including capital equipment, consumer goods, durables, plastics, aftermarket and consultative business services. Most recent to joining ValueSelling, Evans was head of the North American Field Sales & Training for Meritor, Inc., a $3.85B Fortune 500 global manufacturer, and Senior Vice President of Sales for Milacron, a $1B global manufacturer. In these leadership positions he implemented ValueSelling and developed his sales teams — through better processes, assessments, reporting and incentives — to deliver significant results on top-line revenue and earnings. He explains, “I believe that giving people the right level of support, the right systems and tools, and especially the right accountabilities will separate and elevate ‘talent.’ With firsthand experience, I have absolute appreciation that the ValueSelling Framework is a natural extension of how to drive this elevation.” Based in the US, Evans is committed to the delivery of practical, hands-on, comprehensive programs to empower sales professionals with the skills needed to achieve their highest potential, to grow their businesses, and thus create a positive impact on their organization’s bottom line. To learn more about Mark Evans, visit .

The authors wish to thank Kate boa, Claudio fester, and florin poller for their contributions to this article. Identifying some of the deepest, “below the surface” thoughts, feelings, assumptions, and beliefs is usually a precondition of behavioural change—one too often shirked in development programs. Focusing on context inevitably means equipping leaders with a few competencies two to three that will make a significant difference to performance. It’s true that some personality traits such as extroversion or introversion are difficult to shift, but people can change the way they see the world and their values. Lunch with a Leader is a series of round table discussions that offer students a chance to learn from the experience of seasoned professionals from a variety of different fields as well as an opportunity to engage in conversation about the community as a whole. Furthermore, burgeoning leaders, no matter how talented, often struggle to transfer even their most powerful off-site experiences into changed behaviour on the front line.

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Hands-on experience may include financial planning, accounting, operations analysis, auditing, forecasting, treasury/cash management, and commercial finance. Once the trainers looked below the surface, they discovered that these leaders, though highly successful in their fields, were instinctively uncomfortable and lacking in confidence when conversations moved beyond their narrow functional expertise. This mindset shifted only when the company set up a “control tower” for reflecting on the most critical deals, when peers who got the new message became involved in the coaching, and when the CEO offered direct feedback to participants including personal calls to sales managers applauding the new behaviour. Take the professional-services business that wanted senior leaders to initiate more provocative and meaningful discussions with the firm’s senior clients. Learn more.