When 10 x 1 = 1. How do you rate experience?

Many years ago I worked with Dr Archie Yeo. He was the program director for our radiography (x-ray technologist) training school. One of the things we did together was interview people for entry into our program. Dr Yeo was an interesting guy. A moustached, pipe smoking, radiologist/ philosopher. At the end of one of our interview days, we chatted about what different interview criteria meant. He talked about his theory on experience. For example, he said if a person has 10 years of experience, do they have 10 years of experience or 10 x 1 year of experience? He said that some people didn’t seem to learn anything new after… Read More

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The remarkable reason why so many presentations are boring.

I climbed to the summit of Mount Stupid on October 15th 2007. At the time I was attending a course on presentation design/delivery sponsored by IBM. I was looking for some “tips” to improve my presentations. But I didn’t believe that the course would offer much. After all, I had been presenting for years. I was very confident I was a good presenter. And yet, by the end of the first day of that course, I fell into the Valley of Despair (see below). I realized, even after all the years of experience, I knew almost nothing about giving presentations. I was a living breathing example of the Dunning Kruger… Read More

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How does a professional salesperson grow their business? By working on their swing.

Many professionals spend a lot of time working at their foundation skill.  With professional golfers, it is all about swinging the golf club. Their swing is their foundation skill. Professional golfers are always trying to improve their swing. The top pros have swing coaches for this purpose. With professional hockey players, it’s all about skating. Professional hockey teams have skating coaches; they are always looking to improve players skating. But what is the foundation skill for a professional salesperson? Communicating. Every salesperson’s success is based on how well they communicate. Communication skills range from listening to customer needs, to writing proposals or presenting potential solutions. One way to get better… Read More

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