Entries by Andrew Oxley

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The Ultimate Coaching Question

Some years ago I was teaching influencing skills to a group of sales professionals. As you can imagine, there was a diversity of experience, tenure and talent in the room. At one of the breaks, a senior salesperson approached me to let me know why he was less than interested in the subject we were […]

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How Much Influence Do You Really Have?

Today’s organizations are increasing characterized by cross functional teams or a matrix structure. In this environment, leaders can rarely achieve their goals by relying on the individuals that are part of their own reporting group. In nearly every case, a leader’s ability to do their job and deliver on the promises they make is dependent […]