The SEG Blog

Leading and Managing Analytical Coworkers: Embrace Their Process
Thursday, December 27, 2018

Leading and Managing Analytical Coworkers: Embrace Their Process

Do you manage, lead or work with a person who is methodical and organized in thought? They value systems of approach, versus off the cuff thinking. Do they tend to go quiet during tension? You are probably working with an Analytical. In Episode 18 of Strategic Insights, Tim Deuitch and Susan Hall share strategies for identifying, working and leading Analyticals for improved performance through increasing your Versatility.

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Creating and Keeping a High Performing Team Together
Thursday, November 29, 2018

Creating and Keeping a High Performing Team Together

Is keeping a team together the newest top competency in these times? We think so.

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Selling to Analyticals: Providing the Right Information
Monday, November 12, 2018

Selling to Analyticals: Providing the Right Information

Is your client always seeking more information? Do they ask questions? Do they tend to take time to think before they speak? Then you are probably working with an Analytical. Susan Hall and Tim Deuitch discuss strategies to be more versatile and successful when selling to clients and prospects who display the Analytical social style.

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Leading and Managing Amiable Coworkers: Help Them Help You
Thursday, November 01, 2018

Leading and Managing Amiable Coworkers: Help Them Help You

Do you manage, lead or work with a person who is diligent, looks for collective input and prefers harmony? Do they tend to go quiet during tension? You are probably working with an Amiable. In Episode 16 of Strategic Insights, Tim Deuitch and Susan Hall share strategies for identifying, working and leading Amiables for improved performance through increasing your Versatility.

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Selling to Amiables: Taking Time to Build the Relationship
Thursday, October 18, 2018

Selling to Amiables: Taking Time to Build the Relationship

Does your client or prospect need to consult with others in order to make a decision? Are they indirect and avoid conflict? Do they go quiet if they disagree, rather than speaking directly? Then you are probably working with an Amiable. Susan Hall and Tim Deuitch discuss strategies to be more versatile and successful when selling to clients and prospects who display the Amiable social style.

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Need to Grow Sales? Develop Three Key Sales Manager Skills
Friday, October 12, 2018

Need to Grow Sales? Develop Three Key Sales Manager Skills

Are you making plans to train your sales team? Is the training going to grow sales? Tim Deuitch and Bob Parks share three key sales manager skills to building a professional sales force: Coaching, Reinforcing and Reducing Barriers.

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Selling to Drivers: Earning Trust and Offering Options for Success
Wednesday, September 26, 2018

Selling to Drivers: Earning Trust and Offering Options for Success

Is your client or prospect looking for evidence and proof of ROI? Do they want to get right down to business and leave small talk until the end of a meeting? You are probably working with a Driver. Tim Deuitch and Susan Hall discuss strategies to be more versatile and successful when selling to clients and prospects who display the Driver social style.

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Leading Drivers: Balancing Performance and Results
Friday, August 31, 2018

Leading Drivers: Balancing Performance and Results

Do you lead or work with a coworker who is direct, fast-paced, and decisive? Do they tend to use fewer facial gestures and body language when they communicate, but they tend to influence by telling, making declarative statements? You are probably working with a Driver. In Episode 12 of Strategic Insights, Susan Hall and Tim Deuitch share strategies for identifying, working and leading Drivers for improved performance through increasing your Versatility.

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Planning and Preparation Strategies to be a Better Sales Coach
Friday, August 17, 2018

Planning and Preparation Strategies to be a Better Sales Coach

One of the most important roles we play as a manager is being a coach, and I thought it would be a good idea to talk about how we prepare, and the importance of preparation and planning in our ability to coach our folks. So Susan, do you have any thoughts on the most important parts of preparation?

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Strategies for Engaging and Managing Millennials
Friday, August 03, 2018

Strategies for Engaging and Managing Millennials

A couple months ago I had an interesting conversation with a couple of millennials, which led me to do a little bit more research and investigating around what their expectations were around the workplace.

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Leading Expressives: Strategies to Increase Employee Performance
Thursday, July 26, 2018

Leading Expressives: Strategies to Increase Employee Performance

Do you lead or work with an individual who loves to share ideas? Do they get frustrated with micromanagement? You are probably working with an Expressive. Susan Hall and Tim Deuitch discuss strategies to be more versatile and successful when managing or working with coworkers who display the Expressive social style.

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The Difference Between Learning New Skills and Using New Skills
Friday, July 20, 2018

The Difference Between Learning New Skills and Using New Skills

I want to offer some perspective that we have on the difference between delivering a really good training event and actually bringing new sales skills into your organization and I'll start with two data points.

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Clearly it pays to have the long-standing relationship that we’ve enjoyed over the years with your company. The training activity absolutely ‘hit the mark’ with our North American Sales organization. I was told over and over again by our Account Managers and Sales Directors how impressed they were with the quality of the material and delivery by the instructors.


Roger Shope

Tellabs Operations, Inc.

Strategies for Engaging and Managing Millennials

A couple months ago I had an interesting conversation with a couple of millennials, which led me to do a little bit more research and investigating around what their expectations were around the workplace.

Read more

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