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StrategyDriven Welcomes Sharon Drew Morgen
The StrategyDriven family is proud to introduce Sharon Drew Morgen as our newest contributing author!
Sharon Drew is the developer of the Morgen Buying Facilitation Method®, a decision facilitation model that helps decision-makers recognize and manage the internal, behind-the-scenes issues that must be addressed in order to get the buy-in necessary to implement any change.
Sharon Drew is the author of The New York Times Business Bestseller Selling with Integrity
, the Amazon Bestseller, Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it
, and 5 other books on helping buyers manage their change management issues before they can make a purchase. She has written over 1000 articles, done over 40 podcasts and webinars, and has a blog that is currently ranked #6 of all sales and marketing blogs. Sample chapters of Sharon Drew’s work include:
- Buying FacilitationTM: The new way to sell that influences and expands decisions
- Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it
Buying FacilitationTM has been trained on at several global corporations such as: KPMG, BOSE, Intuit, Wachovia, Dryfus-Mellon, Morgan Stanley, Kaiser, Proctor and Gamble, and DuPont. Sharon Drew is currently adding her content to Kadient playbooks and is speaking with other sales/marketing enablement companies to add Buying FacilitationTM to the front end of their current technology to help sellers enter the buyer’s buying decision journey earlier.
In this hyper-competitive business world there are no points for second place. Companies not achieving excellence in key performance areas as defined by their chosen market often find themselves driven to irrelevancy by competitors and in danger of going out of business. Subsequently, organization leaders must know how their company performs against standards of excellence in the key areas to be able to make the investment decisions necessary to remain competitive.
Transparency motivates. Transparency shapes. Transparency drives. Decisions made in full view of those who would provide critical judgment – shareholders, regulators, employees, and the public – provides a powerfully strong guiding force that demands decision-makers fully vet the business and ethical implications of each option and soundly support their ultimate selection. Not every decision can or should be made in the public view. However, every decision-maker can challenge their team and themselves with the question, How would this decision read as a New York Times front page headline?
Doug Moran has more than twenty-five years of leadership experience in a variety of industries. Doug is the author of the forthcoming book, If You Will Lead: Enduring Wisdom for 21st-Century Leaders. He founded IF YOU WILL LEAD, LLC to help leaders and organizations reach their fullest potential. The firm focuses on leadership development, organization excellence and information technology. His book, speaking, and consulting leverage the power of story-telling and enduring wisdom to help leaders and their organizations excel and grow.
Direct management observation and immediate feedback is the best tool for reinforcing performance expectations among employees. And while such reinforcement is optimally effective at maintaining high performance levels when given consistently over time, some management observation programs become a checklist task for executives, managers, and supervisors; resulting in the majority of observations being performed at the end of the observation cycle or in clusters during a narrow time frame within the cycle. Workers learn that standard adhering performance reinforcement only occurs during a very brief period within the cycle and that substandard work will typically not be observed and behaviors corrected the rest of the time. Work behavior quickly aligns with the pattern of expectation reinforcement; sub-optimizing overall performance and adversely impacting the observation program’s effectiveness.
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