Liz Trocchio Smith
Certified Executive Business Coach
and Trusted Advisor
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To build a team of creative thinkers, you need to hire people who are open to new experiences and have resilience, emotional stability, flexibility, and empathy. During interviews with potential hires, ask questions that test for these traits. For example, you might ask the candidate to come up with multiple solutions to a problem, and then see if they are able to draw connections between those solutions to find a…
No company wants to pass up a useful innovation. But given the current pace of technological change, how do you know that the next “revolutionary trend” isn’t just going to be a costly distraction? When deciding where and when to invest in technologies like artificial intelligence, virtual reality, and biometrics, consider whether the new technology does one of the following in a unique way: Eliminates customer pain. Know your customers’ biggest…
When a majority of salespeople miss a goal, it’s often because the management team set the goal too high. Unrealistic goals not only dampen sales, they also cause top-performing salespeople to get frustrated and leave. Here’s how to assess whether your sales goals are stretching into the impossible: Track historic goal achievement outcomes. Set a benchmark for the percent of salespeople that should make their goals (typically 60%–75%). If the percentage…
We’ve all had that feeling of being a poser, being unworthy, or being unqualified to do something we’ve been tasked to do. But the fact that everyone occasionally suffers from impostor syndrome (even CEOs) doesn’t make it any easier to handle. Next time you feel like you’re in over your head, try these three things: Recognize the benefits of being a novice. There are positives to being new in your field….
Talking about politics at work can be tricky; however strong your views are, you don’t want to alienate your coworkers. Here are some strategies for having a tactful, diplomatic dialogue. Focus on learning. Chances are, you’re not going to change your coworker’s mind, so frame your conversation as a chance to learn about their viewpoint instead. Ask questions. Be curious and open-minded. Show respect. Validate the content of your colleague’s…
It’s helpful to start a meeting by agreeing on procedural rules, like “start on time and end on time” and “put phones on vibrate.” But ground rules that focus on behavior, not just logistics, can help your meeting be even more successful. These rules describe specific actions that team members should take to act effectively. Here are a few to consider: State views and ask genuine questions. This rule discourages…
Facts: Nineteen men hijacked four fuel-loaded US commercial airplanes bound for west coast destinations. A total of 2,977 people were killed in New York City, Washington, DC and outside of Shanksville, Pennsylvania. The attack was orchestrated by al Qaeda leader Osama bin Laden. The Victims: At the World Trade Center (WTC) site in Lower Manhattan, 2,753 people were killed when hijacked American Airlines Flight 11 and United Airlines Flight 175…
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Asking for a raise can be anxiety-inducing, but that one conversation can also mean having more money left over at the end of the month. Robin L. Pinkley, co-author of “Get Paid What You’re Worth: The Expert Negotiators’ Guide to Salary and Compensation,” gives us some tips on how to best make the case. Just do it “The most important thing is to just do it,” Pinkley says. You’ll obviously want…
Each year I am honored to be able to attend Camp Oasis in Texas as a camp counselor, a camp for kids ages 6-18 that have Crohn’s Disease or Ulcerative Colitis, sponsored by The Crohn’s and Colitis Foundation. Having grown up with Crohn’s Disease myself, it has always been a great way for me to give back my time and knowledge to those that are suffering with the disease so…
I’ll put it as simply as I can: There are an awful lot of unmotivated employees out there. With a recent national study showing that less than 1 in 4 non- management employees is fully engaged (aka, fully motivated and productive), there is, shall we say, ample room for improvement. And since an employee’s relationship with his or her direct manager is the single most important factor influencing engagement, the responsibility falls…
The summer is a great time to reflect on the goals you put in place at the beginning of the year and where you are with them. Here are some ways to measure your progress. Commit to daily excellence. Look at all the successful people around you — whether a close family member, friend, or a celebrity you admire — and imagine how they think and go about their daily…