Partners in EXCELLENCE - Making a Difference
Leadership
True leadership lies in guiding others to success. In ensuring that everyone is performing at their best, doing the work they are pledged to do and doing it well. —Bill Owens
Leadership is critical to success, whether self-leadership or organizational leadership. Too often, we confuse leadership and management. Both have their place, but leadership enables organizations to achieve.
We provide a variety of programs to support the development of leaders. Whether it is their role in the organization and how to perform. Developing/implementing strategies, setting performance goals and dealing with performance challenges. Or managing performance and maximizing engagement. Or coaching and developing people in their teams.
Our programs and consulting can be offered at the organizational level, working with people in developing a strong leadership capability within the organization.
We also work at the individual level, serving as coaches or mentors to individuals, maximizing their ability to lead and helping them to move forward in their careers.
Leadership Posts
What Is Coaching?
We know coaching is important–sadly we invest too little time in high impact coaching. Spending 30-60 minutes a week, per person is hardly adequate. But this article is not about the time we spend in coaching. I find people confused about what coaching is. The examples we see of coaching, the tools people leverage in […]
The Quiet Power Of Knowing Who You Are
The first Saturday every month, Ned, Jack, Tom and I jump on a Zoom call. They are roughly 60 minutes, generally run a few minutes longer. No agenda, we tend to wander around 3-5 topics. We started congratulating Jack on his new grandchild. We moved on to congratulate Tom on appearing on the Chris Voss […]
“14% Of Our Sellers Drive 80% Of Revenue!”
“14% of sellers drive 80% of revenue!” This, and similar data points, are showing up in my feeds, with various experts commenting on what it means, then offering insights and solutions to address. While I have a lot of questions about this data and would like to get under the numbers to better understand, I’m […]
Embracing The “Messiness” Of Buying And Selling
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey. Our models/frameworks, whether buying or selling, are clean, linear, structured, logical and rational. And we develop metrics aligned with these models. We think […]
Freedom Of Speech/Fear Of Speaking
Yes, this is one of those “political” posts–at least for those who choose to look at this concept as politics. If you do, probably should stop reading right now. But I cannot remain quiet. As I continue to read the news, pulling together what may seem like disparate threads, I see a disturbing strategy being […]
It’s Not Your Job!!!
Last week, I had another “argument” with one of the highest performing CROs I’ve been privileged to work with. We’ve worked with each other, in various roles, for about 10 years. Our “arguments” are conversations where we push each other very hard. We are comfortable with them, because we know we are in lockstep on […]
Self Centeredness, Arrogance, And Disdain
I’m compelled to write. It’s lunch, my habit as I eat my lunch is to scroll my LI feed. Fortunately, I have a strong stomach, so reading the feed seldom creates indigestion. But in the space of 5 minutes I saw two important posts. In different ways, calling out bad behaviors. The first was a […]
“I Can Do It Better Than Them…..”
Marcus Cauchi has been writing a provocative series of posts on mistaken sales management behaviors. The posts and discussion are fantastic, make sure you read them. He asked for my thinking on the issue. We see all sorts of bad management behaviors. Some of it seems to be driven by a compulsion to “help” our […]
The “Lost Generation”
I’ve been writing a series of posts on business fundamentals. Nothing new, but a refocus on the importance of the basics any of us learned in our Business Fundamentals 101 courses. The concept of revenue growth has been around for millennia. I suspect after Eve sold Adam the first apple, she went back with a […]
What’s Happened To Business Fundamentals?
Seeing this title, some of you may be thinking, “Dave’s such a broken record. He keeps talking about business/financial acumen in our GTM strategies…. Enough already!” Well, this is another business/financial acumen post–but with a different twist. I will continue to write how important it is to understand our customers’ businesses and engage them in […]
Leadership Testimonials
"After reading the Sales Manager Survival Guide and being impressed with David’s expert understanding of sales and relevance to our industry, we engaged David directly for a Sales Manager coaching program. The content was excellent and David’s engagement with our managers was outstanding. I highly recommend David and Partners In Excellence if you want to take your sales to the next level. " Brad Colledge, Executive General Manager
“I was asked to take the role of managing a sales organization. Having no prior sales experience, the task seemed quite daunting. Thankfully, David Brock was there to give me direction and encouragement. Yes, David helped me understand the sales process; however, more importantly, David provided me with firm, but supportive critique that has proved invaluable to me. David never soft-pedaled his approach with me. Instead, he spoke to me as an executive, and expected me to live up to the call. In addition to direction, David provided me with the encouraging words that I needed to believe in myself, and that I could be successful in my new role. “ Scott Dixon, Managing Director
“Dave sets himself apart in the industry with his ruthless focus on preparation and sales discipline. Dave's mentorship and coaching is designed to ensure I focus on the most qualified opportunities, bring exceptional value to each customer interaction, and win more deals. He has been an indispensable mentor and transformational influence.” Mary Grogan Strain, Business Development Manager
“Dave Brock literally wrote the book on sales management! Dave provides critical insights that are thought-provoking and directional. Better yet, Dave not only provides a different perspective, but he also has the ability to work with clients to build solutions that positively impacts sellers and coaches alike.” Jim Wood, Vice President of Sales
One of the greatest gifts a coach can give to a coachee is to help them think more accurately about themselves, about their challenges, and about the various ways they go about solving those challenges. But Dave’s gift is something more. So much so that Dave’s helped me to fundamentally shift the way I think to begin with. This process has resulted not only in increased performance, but in a continual learning process that hasn’t stopped since our first coaching session. It’s an honor to call him my coach and a privilege to continually learn from him, even on the days between our coaching sessions! - Nate Tutas
When I was about to move into my first sales management role I reached out to Dave after I had read his book that really resonated with me. It was fantastic to have Dave as a coach and sounding board during those first months and it really put me on the right track to succeed in the sales management role and also set the foundation for me to progress from that. Didrik Moe, EMEA General Manager