Developing Strengths

Vast amounts of research are being done in the debate over changing – hopefully improving – human behavior. Are we better off spending our time, energy and resources on correcting weaknesses or developing strengths? Most managers have come to the same conclusion that the research proves – continued focus and development of strengths of employees (and themselves) far outweigh the effects of trying to pound away on weaknesses. Yet most companies and people still dwell on weaknesses in countless ways – employee reviews, coaching conversations, etc. The good news is that the tide is turning as we’re learning more and let’s face it, real change takes time. This topic got me thinking about sales today. It dawned on me — if we as a society are beginning to accept the principle that we make greater progress by focusing on strengths… why do we continue to dwell on what’s NOT working in sales calls with our customers? Do some of these sound familiar? I know I’ve done this time and again. What are your current struggles? What keeps you up at night? What’s holding you back from reaching your goals? If you don’t solve that problem, what will happen? Think about…