SPIN Selling

Book Description

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

Customer Reviews:

Sales Dawgs------READ THIS BOOK .......2007-10-13

There are literally 1000's of sales books out there, but this is like no other. Its not so much a 'how to' book, but more like 'The Millionaire Next Door' for sales. Here is what the top producers do, here are the facts, do whatever you want, we don't care. Not fancy closes, secret words to put in your presentation, nothing like that. It truly is like no other sales book and I have listened to the audio version 3 times since I bought it and have picked up something new everytime.

A classic and one of the very best.......2007-09-02

SPIN is a classic, one of the books that revolutionized professional selling. It amazes me to read some of the negative reviews of this book posted here. Some of this I attribute to lack of knowledge of the history of our "profession," which bears few hallmarks of being a profession yet. Can you get a four year college degree in SELLING, the one thing every business must do well to survive, let alone prosper? Except for programs at a small handful of universities around the country, the answer is NO. Do we have peer-reviewed journals in our profession? NO. Do we have accepted standards and professional certification? NO.

What Neil Rackham, a behavioral researcher, did for selling was huge. He applied the techniques of research and analysis to our profession. Until then, no one could say definitively that "always be closing" was bad advice. But in business to business selling, in high-tech selling to educated professionals, the "ABC's of selling" is only one of many pieces of bad information that passed for "wisdom" before Rackham showed them up for what they were. Such sales tactics are the reason salespeople have been saddled with negative stereotypes.

Some reviewers condemn Rackham by saying that companies cited, such as Kodak, IBM, and Xerox have suffered business reversals since this book came out. Sorry folks, but good salespeople using good selling techniques will not, alone, save your company. MANY companies that were at the top of their industries in the 1970s and 1980s are either out of business or have suffered serious reversals in the years since. That is a different issue altogether, and if you are looking for explanations try STRATEGY books like "Good to Great" by Jim Collins or "Strategy" by Michael Porter. Someone on this site said that IBM's loss of computer business to other PC makers was evidence of the failure of SPIN...totally ridiculous. IBM passed on the operating system that became DOS, which in turn became the engine fueling MicroSoft's ascent to the heights. In hardware manufacturing IBM ignored lots of evidence that a paradigm shift was underway and PCs were becoming commodity items.

The negative reviewers are looking for a silver bullet in many cases: SPIN will not transform you into a president's club winner by reading it. It is how you apply and practice it that will enable your success. Becoming expert in the use of this simple framework requires work and thought. What Rackham showed us is that the WORDS we use are important, along with HOW WE USE THEM. We must understand THEIR goals and focus on being part of THEIR success if we are to be successful in a sustainable, long-term partnership. Also that we must not be manipulative or treat other people (aka "customers" or "prospects") in ways we would not want to be treated ourselves. The acronym "SPIN" was coined before Washington politicians gave the word the negatie connotation it now has.

SPIN is not the only good refenence book for salespeople, but it is a landmark book, the result of research that has not, to my knowlege, been replicated since. It should be a held in great esteem by any sales professional. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.

By the way, I have been in sales for 30 years, as a salesperson, sales manager, and director of training for a Fortune 500 company. I still have a lot to learn. But one thing I do know: there is tremendous value in this book for any salesperson with an open mind and the desire to continue growing, learning and improving as a sales professional.

Highly effective technique in high-touch Sales.......2007-07-19

This book is a simple guide to improve your effectiveness as a sales professional in high-value direct enterprise sales situations. Regardless of culture and language, people on the other side of the table from a sales person have an instinctive judgment to mis-trust any characteristic that seems contrived or unnatural. Genuineness is a pre-requisite. Therefore, like with any sales theory, rote learning and implementation of the theory is futile. Having said that, internalizing the fundamental premise of this book in my everyday life as a sales-person has been rewarding over the years and across geographies, cultures, languages and types of product/service being sold.

SPIN selling goes well with approaches that talk about Values-Based Selling, Solution Selling and Rackham's own Major Account Sales Strategy.

Huthwaite (Rackham) has done a phenomenal job of monetizing this simple concept by way of selling sales training and books. However, you may find the book too "salesy" at times. It is common idiom with any good speech, presentation or book; first you tell them what you are going to tell them, then you tell them, then you tell them what you told them. The book does a great job of steps 1 and 3, but leaves you wanting more in step 2.

The basic concepts about stages of a sales call, focus on customer needs and benefits, situation-problem-implication-need-payoff line of questioning, objection handling/prevention, sound closing techniques and post-sales are well articulated. The promise of increasing effectiveness in "major sales" is largely fulfilled. However, the emphasis on "it's based on research" goes unsubstantiated for the most part. You find the author insisting that "it's based on research" and providing simplistic graphs "based on research" than actually providing rigorous insights into the research. It also does not help that business theory is presented as a first person narrative. Blurs that fine line between theory-based opinion and opinion-based theory.

All said, the technique is highly effective and serves as a great foundation for approaching sales calls at various stages in the cycle. I've found myself going back to this book multiple times over the years. Always a good sign for books that you want to own rather than just read once.

How to Ask the Questions that Lead to Sales Success.......2007-06-30

The sales guru Zig Ziglar once said "People don't care how much you know until they know how much you care." To me, that means that you've got to understand people before you can persuade them. If you're to understand someone, they have to talk to you. And the best way to get them to talk is to ask questions. But are there some questions that are more highly correlated with successful selling than others?

Published in 1988 and still one of the best researched sales books on the market, SPIN Selling by Neil Rackham has the answer: Yes, some questions do increase your chances of sales success more than others. More importantly, these client interviews- what SPIN Selling calls the Investigation stage- have the greatest effect on the outcome of the sale. The book outlines the four types of questions that salespeople ask during the Investigation stage:

Situation: What is going on here? How do things work?

Problem (Pain Points): What are the problems you are experiencing?

Implication (Implied Needs): What effect do these problems have on results (cost, quality, delivery, customer service)?

Need-Payoff (Explicit Needs): What improvement in results could you make by resolving these problems with these specific capabilities (perceived value)? Are there other benefits? How important are these benefits to you?

(From page 91) "The SPIN model taps into the psychology of the buying process: buyers' needs move from Implicit to Explicit. The questions provide a roadmap for the seller guiding the call through the steps of need development until Explicit Needs have been reached. The more Explicit Needs you can obtain from buyers, the more likely the call will succeed."

Following the model gets customers to tell you how what you're selling helps them. It makes you partners instead of opponents in the value discovery process. And by helping clients develop the benefits in their own words, you avoid objections and make it easier for clients to sell internally for you.

Ultimate Sales Model for Business to Business Selling.......2007-06-25

I speak around the world on lead generation and SPIN Selling" to give you a roadmap on how to master business to business selling.

There is no other resource I can think of where you can "easily perfect" your selling approach and strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.

The one caveat is I would adopt the "SPIN" Model to "SPAIN" with the "A" emphasizing "Agitate" to put more focus on what the problem is costing your prospect without your specific solution.

I would also add that the SPIN Field Book is a great resource.

Joe Heller, Trust Cycle Selling

It's Your Ship: Management Techniques from the Best Damn Ship in the Navy

Average customer rating:

Highly Applicable and Practical
Yet another management book
It's Your Ship: Management Techniques from the Best Damn Ship in the Navy
3 words rating
Engaging, Insightful, Inspiring

It's Your Ship: Management Techniques from the Best Damn Ship in the Navy
Michael Abrashoff
Manufacturer: Business Plus
ProductGroup: Book
Binding: Hardcover

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The Five Dysfunctions of a Team: A Leadership Fable

ASIN: 0446529117

Amazon.com

Other than the sobering fact that real lives are regularly at stake, running a navy ship is a lot like running a business: leaders of both must get the most out of their crews to operate at peak efficiency and complete the tasks at hand. As commander of the highly acclaimed USS Benfold, Captain D. Michael Abrashoff irrefutably demonstrated how progressive management can succeed at sea; in It's Your Ship, he translates his methods into an approach that can also be applied by land-bound captains of commerce and industry. Describing "the ideas and techniques that I used to win my sailors' trust and, eventually, their enthusiastic commitment to our joint goal of making our ship the best in the fleet," Abrashoff cites embarrassing failures along with subsequent triumphs to illuminate the keys to his accomplished 20-month tenure aboard the guided missile destroyer. His suggestions: lead by example; listen aggressively; communicate purpose and meaning; create a climate of trust; look for results, not salutes; take calculated risks; go beyond standard procedure; build up your people; generate unity; and improve your people's quality of life. While hardly original on the surface, Abrashoff's course should provide practical direction and inspiration for any leader hoping for similarly positive results in similarly rigid organizations. --Howard Rothman

Book Description

Customer Reviews:

Highly Applicable and Practical.......2007-10-17

Very straightforward and practical approach to helping your team achieve more than they think is possible. While reading the book you're struck by just how "common sense" some of Captain Abrashoff's philosophies and apprpoaches are. However, it's staggering how few managers and leaders successfully employe his methodolgy.

This is a good read for anyone wanting to develop into a better leader or even for parents raising children. I highly recommend it!

Yet another management book.......2007-09-14

Yet another book on management-this time a naval perspective! Despite the criticism of such books in the research article by Dr Peter Teiman,"The many varieties of management",I have to admit that this book has a lot of practical value.
Dr Peter Teiman
Switzerland

It's Your Ship: Management Techniques from the Best Damn Ship in the Navy.......2007-09-04

I thought this was a very well written book, considering that it was highlighting management techniques. Those types of books are ususally very boring, prop your eyelids open type of books. Michael Abrashoff explained his style of management in a manner which would make it interesting to a broad range of readers and it is told as a well written story should be.

3 words rating.......2007-08-31

" I DONT KNOW", how to rate this book because i have not received it. I was told that i would receive this product between 16 AUG and 29 AUG. it is now SEPT 1ST and still no product.

Engaging, Insightful, Inspiring.......2007-08-31

I really enjoyed this book---Abrashoff does an excellent job of weaving his Navy story with practical business insights, without going overboard on the analogies, if you'll excuse the nautical pun.

What I appreciate about the author is that he turned the Navy culture upside down by seeking input from everyone on his ship (slightly over 300), insisting on being told when people disagreed with him, and `mixing with the masses' at lunch and in other contexts.

Note: below I touch on excerpts from the book, so if you don't want a "spoiler" review, then you may wish to stop reading.

"Look For Results, Not Salutes" was the name of one of his chapters, and encapsulates much of his guiding philosophy.

Abrashoff understands the importance of getting in other people's shoes. He motivated his crew to attain cross-training expertise (which would greatly improve the ship's battle readiness and abilities) by noting that for those under 21, getting the expertise would enable them to have later curfews time to more thoroughly enjoy ports of call when they were abroad.

One of my favorite stories came when a four-star Marine General, Anthony Zinni, toured the ship and Abrashoff picked Fireman Joseph Cotton, 20, not only to receive a special pin marking his expertise, but also to give Zinni a tour of the ship.

"Zinni was stunned that I would give up my face-time and let an enlisted man escort a four-star. That this poised 20-year-old neither choked nor forgot his lines, and that his knowledge of the ship was quite sophisticated, shocked the general, but pleased him enormously. It was a grand slam."

That night, Zinni tore up his prepared speech at the Navy's birthday ball and talked about leadership on the Benfold, "specifically how we empowered our young sailors to assume major responsibilities."

Abrashoff talks about the impact of praising sailors--describing the encounters as highlights of his day that built up trust and morale--and "they didn't cost me or the navy a dime."

Abrashoff mixes good examples with bad examples, and isn't above noting where he slipped up or let his ego get in the way on his career journey.

He stresses the importance of doling out praise in person. E-mail and other forms of communication fall short of the mark. Abrashoff told the story of his sister's boss at a major bank. He sent an e-mail congratulating and thanking one of her assistants for a job well done. "That very afternoon, he rode the elevator with her and didn't even acknowledge her existence. It completely wiped out any good his e-mail could have done," Abrashoff wrote.

Another tale also spoke volumes about the importance of being authentic, and not simply going through the motions of authenticity:

Abrashoff found out the names and birthdays of sailors' spouses, and sent a card to each one. It sparked goodwill, with many sailors letting him know how much the gesture touched their families.

Another ship tried to mimic the approach but bungled it because they sent all the cards on the same day (bureaucrats who had not been empowered to think outside the confines of directives).

I zipped through this book in less than a week---it's easy reading, engaging reading, and enlightening reading.

Leadership in Organizations (6th Edition)

Average customer rating:

Lots of great info...
Good for everyone
Good Amazoner!
weLEAD Book Review ...
Marc! Au Contrare!

Leadership in Organizations (6th Edition)
Gary A. Yukl
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Hardcover

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All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

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ASIN: 0131494848

Book Description

The most comprehensive survey of major theories and research on leadership and managerial effectiveness in organizations with practical suggestions for improving skills. Balancing theory and research with applications, the book addresses controversies and differing viewpoints about leadership effectiveness with a focus on the question of what makes a person an effective leader. Covering charismatic and transformational leadership as well as influence processes, it asks readers to identify effective and ineffective behavior by managers and to suggest ways to handle the situation. The fourth edition of Leadership in Organizations has been revised to reflect the progress that has been made in understanding leadership since the first edition. It provides more guidelines and recommendations for improving effectiveness without prescribing how a manager must behave. And, it covers "hot" topics, such as charismatic and transformational leadership, influence processes, leading teams, and leading change. An essential reference on management and leadership for every professional manager.

Customer Reviews:

Lots of great info..........2007-05-08

...but reads like a VCR manual. This was required reading for a management course at my college. Whenever there was a way around reading, I took it. I'm certain that my fellow students felt similarly. Sorry Mr. Yukl.

Good for everyone.......2006-03-04

I consider that this book was very helpful in the real life. It shows examples for all the theory that involves in each chapter. I am sure that professionals in organizations will learn very much from this reading.

Good Amazoner!.......2003-01-30

Didn't respond to email but did send the book and I'm very happy with the book! I would definitely recommend! Thank you!

weLEAD Book Review ..........2002-02-13

Yukl uses his expertise and credibility to write an outstanding book focusing on managerial leadership rather than social or parliamentary leadership. He attempts to include information on both the theory and practice of leadership in modern organizations. This valuable text also includes many recommendations and guidelines for improving the effectiveness of managers and leaders. The book includes a number of cases in an attempt to help the reader understand real world organizational problems and applications. This is a book that is primarily written and mostly reads like a college text book and is indeed used by a number of universities in their managerial or leadership programs. However, it is easy to read and does an excellent job of including the most informative and relative literature, studies and theories available today. Highly recommended for anyone interested in the study of organizational leadership, leading teams, leading change or studying follower-based approaches toward leadership.

Marc! Au Contrare!.......2001-07-18

Not worth curling up to a fire with? ...

For me, after a year or more I still read some portion or another of this book nearly every week for the rich survey of ideas and theories it provides, often finding something that fits what I'm concerned about, and then springboarding into buying another book or digging out original research articles and papers to dig deeper.

If you want to be widely informed about the full continuum of theory and research in leadership and organizations, this book will become a familiar resource, and a top choice for curling up to a fire one evening when alone and just paging through and finding something new or old you just have to read and think about some more.

Okay, perhaps Marc is more of a fun guy than me, but everything about leadership, and this book is full and pressed down overflowing with the material, interests me deeply.

Average customer rating:

Understanding the Concept

Great - Toyota Way Audio (CDs)

Great classic

Excellent book on the Toyota Way and Lean Manufacturing!

Good Book on Toyota and Lean

The Toyota Way
Jeffrey Liker
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover

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The Toyota Way Fieldbook

Lean Thinking : Banish Waste and Create Wealth in Your Corporation, Revised and Updated

Toyota Production System: Beyond Large-Scale Production

Product Development for the Lean Enterprise: Why Toyota's System Is Four Times More Productive and How You Can Implement It

The Goal

ASIN: 0071392319

Book Description

How to speed up business processes, improve quality, and cut costs in any industry

In factories around the world, Toyota consistently makes the highest-quality cars with the fewest defects of any competing manufacturer, while using fewer man-hours, less on-hand inventory, and half the floor space of its competitors. The Toyota Way is the first book for a general audience that explains the management principles and business philosophy behind Toyota's worldwide reputation for quality and reliability.

Complete with profiles of organizations that have successfully adopted Toyota's principles, this book shows managers in every industry how to improve business processes by:

Eliminating wasted time and resources
Building quality into workplace systems
Finding low-cost but reliable alternatives to expensive new technology
Producing in small quantities
Turning every employee into a qualitycontrol inspector

Customer Reviews:

Understanding the Concept.......2007-10-21

My employer has been implementing the Lean Concepts. I was a bit lost with alot of the terminology. Now that I have read most of the book, it has help me understand the terminology and I link it to the concept. I can't wait to finish reading it.

Great - Toyota Way Audio (CDs).......2007-10-18

We have purchased 22 Audio versions of the Toyota Way because our Employees love listening to these CDs.

Great classic.......2007-10-10

I am on my third reading of this book. It is a classic and greatly enjoyable as well as educational and informative. I think every manufacturing professional should read it. I also recommend the book Lean Six Sigma That Works: A Powerful Action Plan for Dramatically Improving Quality, Increasing Speed, And Reducing Waste

Excellent book on the Toyota Way and Lean Manufacturing!.......2007-09-07

Jeffrey Liker clearly knows what he writes about. The book is the result of more than a decade of study, on site visits and interviews with several Toyota key people. It describes 14 toyota principles, which go through the Toyota Philosophy, the Toyota Production System, the relationship with employeees, customers, suppliers and partners, and a focus on continuous improvement. No wonder Toyota is one of world top most admired companies!
Very interesting is also the Japanese management principles and mindset - slow but determined, patient, self-reflection, learning by actuall observation and doing, consensus seeking, and managing for the long term.
By coincidence, yesterday (6/Sep/2007) the news came up that Jim Press (American Toyota President)was hired by Chrysler - I can imagine why.

Good Book on Toyota and Lean.......2007-06-30

A good book on the Toyota Production System (TPS) and Lean manufacturing. Liker does a good job of explaining both. I especially liked his cautions about mis-using Lean principles and pitfalls to failure.

Like most business books, the important stuff could have been expressed in many fewer pages. Liker almost gushes about Toyota to the extent that it somethimes reads as a vanity or promotional publication by Toyota - this makes me wonder if it really presents a balanced perspective.

Overall, I recommend it to anyone interested in Toyota or Lean.

The First 90 Days: Critical Success Strategies for New Leaders at All Levels

Average customer rating:

Good way to get prepared
Practical and Actionable. It is an excellent book on the subject of management transitions.
*****First 90 Days
A Must Read
Some great tips, but often not well developed or organized

The First 90 Days: Critical Success Strategies for New Leaders at All Levels
Michael Watkins
Manufacturer: Harvard Business School Press
ProductGroup: Book
Binding: Hardcover

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Right from the Start: Taking Charge in a New Leadership Role

ASIN: 1591391105

Book Description

Whether challenged with taking on a startup, turning a business around, or inheriting a high-performing unit, a new leader's success or failure is determined within the first 90 days on the job.

In this hands-on guide, Michael Watkins, a noted expert on leadership transitions, offers proven strategies for moving successfully into a new role at any point in one's career. The First 90 Days provides a framework for transition acceleration that will help leaders diagnose their situations, craft winning transition strategies, and take charge quickly.

Practical examples illustrate how to learn about new organizations, build teams, create coalitions, secure early wins, and lay the foundation for longer-term success. In addition, Watkins provides strategies for avoiding the most common pitfalls new leaders encounter, and shows how individuals can protect themselves-emotionally as well as professionally-during what is often an intense and vulnerable period.

Concise and actionable, this is the survival guide no new leader should be without.

"Few companies develop a systematic 'on-boarding' process for their new leaders, even though this is a critical function with major organizational implications. Michael Watkins's The First 90 Days provides a powerful framework and strategies that will enable new leaders to take charge quickly. It is an invaluable tool for that most vulnerable time-the transition."

-Goli Darabi, Senior Vice President, Corporate Leadership & Succession Management, Fidelity Investments

"Every job-private- or public-sector, civilian or military-has its breakeven point, and everyone can accelerate their learning. Read this book at least twice: once before your next transition-before getting caught up in the whirl and blur of new faces, names, acronyms, and issues; then read it again after you've settled in, and consider how to accelerate transitions for your next new boss and for those who come to work for you."

-Colonel Eli Alford, U.S. Army

"Watkins provides an excellent road map, telling us what all new leaders need to know and do to accelerate their learning and success in a new role. The First 90 Days should be incorporated into every company's leadership development strategy, so that anyone making a transition in an organization can get up to speed quicker and smarter."

-Suzanne M. Danielle, Director of Global Leadership Development, Aventis

"Michael Watkins has nailed a huge corporate problem and provided the solution in one fell swoop. The pressure on new leaders to hit the ground running has never been greater, and the likelihood and cost of failure is escalating. Watkins's timing with The First 90 Days is impeccable."

-Gordon Curtis, Principal, Curtis Consulting

"The First 90 Days is a must-read for entrepreneurs. Anyone who's been the CEO of a start-up or early-stage company knows that you go through many 90-day leadership transitions in the course of a company's formative years. In this groundbreaking book, Michael Watkins provides crucial insights, as well as a toolkit of techniques, to enable you to accelerate through these transitions successfully."

-Mike Kinkead, President and CEO, timeBLASTER Corporation, serial entrepreneur, and Cofounder and Trustee, Massachusetts Software Council

Customer Reviews:

Good way to get prepared.......2007-07-04

It just makes sense, and is very thorough. Many things I would not have thought about, or gotten around to thinking about - we live in such a fast paced world that it would have been a challenge to do. Luckily, I had a cross country trip, so this gave me the time to read this book and compile my "list" of notes and apply them to my upcoming job change. Bottom line - many good new perspectives that I simply would not have thought of. Highly recommended.

Practical and Actionable. It is an excellent book on the subject of management transitions........2007-06-22

As a human resources professional, I have seen a great deal of management transition. Many succeed but some do not. Unfortunately for our people and our organizations those that do not leave a stream of damage in their wake.

Recently I wrote a review about Scott Eblin's, "The Next Level" and I called it a real disappointment. This book is not and it is a far more actionable and practical approach to managing transitions.

One of the reasons this book is so practical is that each section not only provides you with clear direction but each section also ends with an action checklist. This make creating a 90-day transition plan doable and improves your prospects for success.

Lastly, the steps from this book create a framework that a company can use to create a "transition strategy" for all its new and upwardly moving managers. This alone will enable a firm to increase their odds that a new hire or promotion will be in the "win" column.

*****First 90 Days.......2007-06-10

I only ordered this for a superior and he is VERY VERY happy with the book...he asked for it by name so we ordered three copies! Thank you for the great service you provide.

A Must Read.......2007-05-30

Great book for all business leaders who are advancing to a new role or coming from the outside into an organization. Simple, easy to read with pertinent lessons for a successful transition.

Some great tips, but often not well developed or organized.......2007-05-28

We bought this book along with the "New Leader's 100-Day Action Plan" and read them side by side.

Pro:
-"STaRS" concept is excellent. Start-ups, Turnarounds, Realignments and Sustaining success are all different scenarios that you might be thrown into, and the environment you join directly affects what you need to do.
-Checklists are helpful, when available, to boil thoughts down to the most essential elements
-There are many good tips interspersed throughout the book that are good reminders of the basics you need to adhere to in order to be successful
-Breaks the "sink or swim mindset" often associated with starting a new position

Con:
-Does not really address the time opportunity BEFORE you start a job and in my experience is a major lost opportunity that I've been able to surprise and delight. Set up pre-meetings, arranging for email/phone and a place to sit, etc. as a chance to listen and learn without the pressure to perform. Any items that can/should be done ahead of time appear to me as afterthoughts, underdeveloped, and often out of sequence in this text.
-Would not serve as a handy reference... better chapter summaries and a stronger introduction with time lines and meaty chapter outline would have been helpful both now and in the future
-I think that many good concepts like "STaRS" were underdeveloped or under leveraged... I sense more detail that was perhaps omitted
-To me, many of the illustrations were filler and did not offer additional information
-Sometimes poor or awkward word choice or idea sequence (e.g. rather than "Promote Yourself" why not just call it "Prepare Yourself" as this is what you are really saying, so why not just say it that way?)
-Real life examples were unnecessarily detailed, consuming time and space that I think could be better used by the author as he's clearly brilliant and has some great observations
-I think that the scope is too narrow, picks up after you've started the job (day 1) and neglects the opportunity (and chaos) beforehand of the interview, moving, doing "pre-work" to get your basics at work set-up

Bottom line: While there were some interesting moments, I was disappointed. The book does offer several cautionary tales of CEOs who crashed and burned, and if nothing else serves as both warning and motivation to be smarter about your transition.

True North: Discover Your Authentic Leadership (J-B Warren Bennis Series)

Average customer rating:

Be a Mentor
Authentic Leadership!
TRUE NORTH
A compass with no map?
A must read for a leader or leader-to-be

True North: Discover Your Authentic Leadership (J-B Warren Bennis Series)
Bill George , and Peter Sims
Manufacturer: Jossey-Bass
ProductGroup: Book
Binding: Hardcover

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Know-How: The 8 Skills That Separate People Who Perform from Those Who Don't
What Got You Here Won't Get You There: How Successful People Become Even More Successful
Go Put Your Strengths to Work: 6 Powerful Steps to Achieve Outstanding Performance
Made to Stick: Why Some Ideas Survive and Others Die

ASIN: 0787987514

Book Description

True North shows how anyone who follows their internal compass can become an authentic leader. This leadership tour de force is based on research and first-person interviews with 125 of today’s top leaders—with some surprising results. In this important book, acclaimed former Medtronic CEO Bill George and coauthor Peter Sims share the wisdom of these outstanding leaders and describe how you can develop as an authentic leader. True North presents a concrete and comprehensive program for leadership success and shows how to create your own Personal Leadership Development Plan centered on five key areas:

Knowing your authentic self
Defining your values and leadership principles
Understanding your motivations
Building your support team
Staying grounded by integrating all aspects of your life

True North offers an opportunity for anyone to transform their leadership path and become the authentic leader they were born to be.

Personal, original, and illuminating stories from Warren Bennis, Sir Adrian Cadbury, George Shultz (former U.S. secretary of state), Charles Schwab, John Whitehead (Cochairman, Goldman Sachs), Anne Mulcahy (CEO, Xerox), Howard Schultz (CEO, Starbucks), Dan Vasella (CEO, Novartis), John Brennan (Chairman, Vanguard), Carol Tome (CFO, Home Depot), Donna Dubinsky (CEO/cofounder, Palm), Alan Horn (President, Warner Brothers), Ann Moore (CEO, Time, Inc.) and many others illustrate the transitions that shape the type of leaders who will thrive in the 21st century.

Bill George (Cambridge, MA) has spent over 30 years in executive leadership positions at Litton, Honeywell, and Medtronic. As CEO of Medtronic, he built the company into the world’s leading medical technology company as its market capitalization increased from $1.1 billion to $60 billion. Since 2004, he has been a professor at the Harvard Business School. His 2004 book Authentic Leadership (0-7879-7528-1) was a BusinessWeek bestseller. Peter Sims (San Francisco, CA) established “Leadership Perspectives,” a course on leadership development at the Stanford Graduate School of Business and cofounded the London office of Summit Partners, a leading investment firm.

Their Web site is www.truenorthleaders.com.

Customer Reviews:

Be a Mentor.......2007-10-05

If you have children, buy this book and have them read it. If they are to young, then read it yourself and teach them the principles given by author Bill George.

"True North" will help you develop a path to your authentic self. Leading from the strength of your authentic self will give you new opportunities to expand your personal influence. Perhaps the best use of that influence will be to mentor others to find their "True North".

One more thing, buy a copy for your boss. Who knows she may just become a true authentic leader.

Larry Kevin Adams
theactionator.com

Authentic Leadership!.......2007-09-09

I recieved the order sooner than I expected with no hassle, no problems at all!

TRUE NORTH.......2007-08-31

BILL GEORGE OFFERS AN INSIGHT INTO WHAT OUR CORPORATE/BUSINESS WORLD NEEDS SO BADLY TODAY - TRUE LEADERS. THIS SHOULD BE REQUIRED READING FOR TEENS, ESPECIALLY THOSE IN COLLEGE, AND THEIR PARENTS. IF CEO'S AND THEIR MANAGERS FOLLOWED THE AUTHOR'S ADVICE, OUR WORLD WOULD BE A DIFFERENT - AND BETTER - PLACE.

A compass with no map?.......2007-08-31

I am not sure if the authors are clear on their objectives for this book. It certainly contains a wealth of information about leadership characteristics and behaviours but little practical advice.

It is also inspirational in places; however, I am left with what feels like a collection of random cameos of leadership wisdom, which in themselves are useful, but together lack cohesion. If the book is trying to say `look, the world of leadership is very complex, random and idiosyncratic' then it achieves this very well but if they are trying to provide direction in such a world then the book clearly fails.

There is no framework for potential leaders to follow, the authors only state that if you know your true north and your values you can be authentic, which is about as useful as a chocolate teapot at a tropical tea party.

If you are a successful leader already I dare say you would agree with most of this book but if you are an aspiring leader then providing the compass without a map is very cruel.

A must read for a leader or leader-to-be.......2007-08-01

I feel this book is a must read for a leader or leader-to-be. True North is one of those rare literary experiences in which engaging the material and reflecting upon it can help you with your development as a person and as a leader. It is my belief that no matter where you are in your life you should never stop working to develop yourself.

Bill George has achieved a tremendous amount of success within his life by applying the principles of True North. However, the greater testament to these principles is that Bill has achieved this success while remaining grounded, truly satisfied and deeply inspired. True North is about the type of leader that leads authentically and thus consistently--though we each express this leadership in our own individual way. It is this type of leader that will restore faith and trust in leaders and leadership that has been diminished, if not lost, in recent generations.

Success can be crippling and change you in ways you never thought possible. This is one of the risks in leadership. However, True North is a literary work that will help you find your compass--even if you have already strayed off course. There is no one right way to lead and True North is structured to help you learn about your leadership and how to stay grounded. You may already be equipped with some of this knowledge, but True North will present novel ideas that you have not yet been exposed to and is a great resource and reference.

Competing on Analytics: The New Science of Winning

Average customer rating:

Good primer and sales piece
Covers the basics of both the what-is and the how-to of fact-based decision making
A limited introduction to business analytics
Good Overview of Business Analytics
Who Is The Audience

Competing on Analytics: The New Science of Winning
Thomas H. Davenport
Manufacturer: Harvard Business School Press
ProductGroup: Book
Binding: Hardcover

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ASIN: 1422103323
Release Date: 2007-03-06

Book Description

You have more information at hand about your business environment than ever before. But are you using it to “out-think” your rivals? If not, you may be missing out on a potent competitive tool.

In Competing on Analytics: The New Science of Winning , Thomas H. Davenport and Jeanne G. Harris argue that the frontier for using data to make decisions has shifted dramatically. Certain high-performing enterprises are now building their competitive strategies around data-driven insights that in turn generate impressive business results. Their secret weapon? Analytics: sophisticated quantitative and statistical analysis and predictive modeling.

Exemplars of analytics are using new tools to identify their most profitable customers and offer them the right price, to accelerate product innovation, to optimize supply chains, and to identify the true drivers of financial performance. A wealth of examples—from organizations as diverse as Amazon, Barclay’s, Capital One, Harrah’s, Procter & Gamble, Wachovia, and the Boston Red Sox—illuminate how to leverage the power of analytics.

Customer Reviews:

Good primer and sales piece.......2007-10-12

This book is a good introduction to the applications and benefits of business analytics. It focuses on benefits and has minimal coverage of analysis methods.

I am somewhat put off by the subtitle "The New Science of Winning" which probably helps sell the book, and which reflects the extreme culture of winners and losers that dominates business culture these days. History shows that any culture without a better balance of competition with cooperation and ethics will be eclipsed.

Covers the basics of both the what-is and the how-to of fact-based decision making.......2007-10-04

Mark Twain once said something to the effect that it isn't what you don't know that gets you into trouble, it's what you know for certain that isn't so that will get you. Too many businesses are run on assumptions, guesses, and inertia. What we are doing now worked in the past so lets keep doing it. Shareholders lose a lot of money when their businesses are run with that kind of thinking.

This book is about fact-based decision making. It is really more of an introduction to the subject than a detailed text, but it is still quite useful for those wanting to learn the basics of the subject. The first five chapters discuss what analytics are, how you compete using them, and the growth path from wondering what an analytic competitor is through the fives steps to becoming one. They also discuss what it means when using internal data that you completely control, and what it means when you do it using data you control and supplier or customer data that you do not control.

The last four chapters take on the practical side of implementing a road map to becoming an analytic competitor. I particularly enjoyed the chapter emphasizing that all your plans will fail if you don't have the right people. Systems alone won't do it. The next chapter discusses the kinds of systems you need. The last chapter discusses the future of analytics.

For the right audience, this is a fascinating book. The stories about businesses succeeding by using analytics or getting themselves into serious trouble by ignoring them are all good and entertaining. Be careful, though. Some of the stories talk about instances (such as the Red Sox losing the World Series by letting the pitcher go beyond his statistical maximum pitching range) rather than trends and large numbers of events. Statistics don't work on instances. That is, at any given moment a coin might come up heads or tails. Just because there have been ten heads flips in a row does not mean you should take less than 50-50 odds on the next flip. It is still 50-50. That pitcher might have won, might have lost that game and it would have become part of the statistical information. However, for the stats to become powerful, you would have to be able to make a strong prediction over a series of games that he pitched. That is, if he goes beyond X pitches in 10 games he will lose about 8 of them. That means he still wins two (or one or three) and you don't know when in the series the wins will come.

The idea that very small observations can be exploited for big advantage is very important in today's ever more competitive business climate. For example Harrah's learned that moving the odds on slot machines one-tenth of one percent in their favor did not affect customer play at all, but netted them at extra $80 million (company wide). Marriott's hotel management system improves hotel performance by a couple percent. Remember that these improvements incur little cost, so most of the improvement flows quickly to the bottom line.

I thought that might get your attention. Read it so you can learn and profit from it.

Reviewed by Craig Matteson, Ann Arbor, MI

A limited introduction to business analytics.......2007-09-21

MY RATING SYSTEM:

* - if you have to chose between torture and reading this book, then you might want to consider reading the book - although it depends on just how severe the torture would be.

** - if you've lost your job and have quite a bit of free time on your hands, and don't have anything else better to do, then you might want to consider reading this book; don't expect to learn much or really be entertained. It will however, help you pass the time until your death.

*** - meh...I'm indifferent. Reading this book will not alter your life in any significant way, yet it is not so horrendously dreadful that your taking the time to read it will be a complete waste of time.

**** - Good book to great book zone here. You should probably read this book if you have some spare time. This book could be interesting, entertaining, or informative.

***** - Outstanding book! Make time to read this book - you'll learn or be entertained or intrigued. The book might even be good enough to provide original or helpful insights into the world that we live in.

REVIEW:

Competing on Analytics serves as an interesting, albeit limited, introduction to the concept of using complex data collection, management, and analysis techniques to gain a competitive edge in business.

For me, the book served as a useful introduction, but fell far short of satisfying the objectives I had in mind when I first came across it. What I was expecting was a book that provide a detailed guide to developing and implementing an analytical approach to business decision making. While early on the authors acknowledge the limitations of the book, I found what followed to be less than satisfying.

The book contained a variety of examples of companies that were using analytical techniques to improve the quality of business decision making, and discussed a variety of business areas in which companies might want to adopt such analytical techniques but failed to present comprehensive case studies that would provide real guidance to readers. I would have liked to have been led through a few cases, from a diverse set of industries, where the authors describe what information was collected and why, how the information was manipulated, analyzed and presented, and how the entire analytics process was influenced by and/or influenced the company's strategy and performance. Instead, the book left me with the impression that I need to go out an hire a consulting firm to lead me through the development of an analytics program.

One of the most ironic components of the book was that while it touted the use of analytical techniques and objective analysis to motivate business decision making, it's argument was largely based on anecdotal evidence of a handful of companies that have adopted analytical approaches.

Good Overview of Business Analytics.......2007-09-20

Technology & the easy with which information spreads has rendered many products and services easily replicable. Companies need to compete on the basis of something their competitors can't recreate. What companies don't have ready access to is each other's data, i.e., on customers, suppliers, & processes. What companies do with this data is what can set them apart from competitors.

Davenport & Harris describe how data is transformed into competitive advantage by discussing the types of information used in analytics, the stages of becoming a more analytic corporation, and many examples of companies who have applied analytics to successful operations. Problems encountered down the road to becoming more analytical were similar to those described in another recent book on the criticality of enterprise data, Information Revolution by Davis, Miller, & Russell.

This book contains no numeric formulas or specific procedures for using analytics, but it is an excellent as an overall survey of business analytics as used today.

Who Is The Audience.......2007-08-30

This book is meant for those who make things happen and need to gain a fresh perspective. It is not meant for those who know a lot but can't make things happen yet keep looking for more information, while criticizing a good effort, which without doubt could have been better.

Average customer rating:

Maxwell Book
Powerful
Ideas are good, but nothing revolutionary
The best books on Leadership
Great reference material

The 21 Irrefutable Laws of Leadership
John C. Maxwell
Manufacturer: Thomas Nelson
ProductGroup: Book
Binding: Hardcover

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The 21 Indispensable Qualities of a Leader: Becoming the Person Others Will Want to Follow
Developing the Leader Within You
The 17 Indisputable Laws of Teamwork: Embrace Them and Empower Your Team
The 360 Degree Leader: Developing Your Influence from Anywhere in the Organization
Leadership 101: What Every Leader Needs to Know

Accessories:

Compaq C-Series 2010c Handheld PC

ASIN: 0785274316

Amazon.com

John C. Maxwell offers lively stories about the foibles and successes of Lee Iacocca, Abraham Lincoln, Princess Diana, and Elizabeth Dole in The 21 Irrefutable Laws of Leadership. Readers can expect a well-crafted discussion that emphasizes the core attitudes and visions of leadership. Maxwell uses the same tell-it-like-it-is approach that he honed in the bestselling Developing the Leader Within You. For instance, when explaining "The Law of Influence," Maxwell states that "job titles don't have much value when it comes to leading. True leadership cannot be awarded, appointed or assigned. It comes only from influence and that can't be mandated." Even after Princess Diana was stripped of her title, Maxwell says she was still able to lead a global effort toward banning land mines because of her sophisticated ability to influence others.

If readers are looking for a step-by-step formula, Maxwell's list of "laws" will probably seem too chatty and anecdote driven. There are no specific tips on what readers can do during the next workday to help them become stronger leaders. On the other hand, Maxwell's background as a pastor gives him an inspirational voice and a spiritual context to leadership that many business and church leaders appreciate. --Gail Hudson

Book Description

What would happen if a top expert with more than thirty years of leadership experience were willing to distill everything he had learned about leadership into a handful of life-changing principles just for you? It would change your life.

John C. Maxwell has done exactly that in The 21 Irrefutable Laws of Leadership. He has combined insights learned from his thirty-plus years of leadership successes and mistakes with observations from the worlds of business, politics, sports, religion, and military conflict. The result is a revealing study of leadership delivered as only a communicator like Maxwell can.

Customer Reviews:

Maxwell Book.......2007-10-20

Great book, great condition! I was lucky to find this book at this price. I will shop here again.

Powerful.......2007-10-17

This is a powerful book. I cannot say enough about John Maxwell's ability to put things into perspective. This has helped me to understand why some of my managers are struggling and what to look for in hiring new ones.

Ideas are good, but nothing revolutionary.......2007-10-10

The workbook seems to be a "Readers Digest" version of the original book. While the questions can be thought-provoking, the stories are a bit predictable and common.

The best books on Leadership.......2007-08-26

John Maxwell is the world's best writer and speaker on leadership. I've seen him speak several times and read most of his boos. This workbook is a great companion book to his award winning book of the same name. I've recommended The 21 Irrefutable Laws of Leadership to almost every one of my mentor clients and if you are a leader, or if you have an interest in becoming a great leader, this is the place to start.

Also see the John Maxwell Leadership Study Bible as a great reference on leadership with Biblical examples.

Great reference material.......2007-08-01

I am in Grad school and have cited this work several times since it arrived and in great shape. THANKS!

The 21 Indispensable Qualities of a Leader: Becoming the Person Others Will Want to Follow

Average customer rating:

Easy Reading
A Book for Leaders
Abstract puff piece
Good 'beginner's leadership book' --- didnt excite me;-(
Short and Sweet: an unbeatable combination

The 21 Indispensable Qualities of a Leader: Becoming the Person Others Will Want to Follow
John C. Maxwell
Manufacturer: Thomas Nelson
ProductGroup: Book
Binding: Hardcover

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General | Psychology & Counseling | Health, Mind & Body | Subjects | Books

The 21 Irrefutable Laws of Leadership
Developing the Leader Within You
Leadership 101: What Every Leader Needs to Know
The 17 Indisputable Laws of Teamwork: Embrace Them and Empower Your Team
Maxwell 3-in-1 Special Edition (The Winning Attitude / Developing the Leaders Around You / Becoming a Person of Influence)

ASIN: 0785274405

Amazon.com

Why do some people consistently inspire others to follow their lead? According to John C. Maxwell, author of 24 books and a regular speaker on the topic, it's the "character qualities" they possess. In The 21 Indispensable Qualities of a Leader, Maxwell identifies these top traits as character, charisma, commitment, communication, competence, courage, discernment, focus, generosity, initiative, listening, passion, positive attitude, problem-solving, relationships, responsibility, security, self-discipline, servanthood, teachability, and vision--and then defines them in ways that readers can absorb and utilize. Each is covered in a separate chapter opening with a high-concept definition and continuing with relevant anecdotes, details on its meaning, suggestions for further reflection, and exercises for improvement. For example, in the section on vision ("You can seize only what you can see"), Maxwell describes how Walt Disney initially developed the theme-park concept after accompanying his daughters to a fun-filled but rather shabby amusement park. He then analyzes how Disney's resultant projects drew on his personal history while meeting other's needs, and explains how readers must "listen to several voices" to develop successful foresight in a similar way. Finally, Maxwell suggests methods to articulate these visions and measure their implementation. --Howard Rothman

Book Description

In the tradition of his CBA bestseller The 21 Irrefutable laws of Leadership and his sell-out seminars, author John C. Maxwell now provides a concise, accessible leadership book that helps readers become more effective leaders from the inside out. Daily readings highlight twenty-one essential leadership qualities and include "Reflecting On It" and "Bringing It Home" sections which help readers integrate and apply each day's material.

Customer Reviews:

Easy Reading.......2007-06-28

If you are looking to define those special charateristics that are displayed by great leaders, this book covers 21 impactful leader qualities. The book is "easy reading" and makes a good gift for a new leader.

A Book for Leaders.......2007-05-13

This book helps to refresh and install new ideas which will help you become a better leader.

Abstract puff piece.......2007-05-07

Maxwell might have written the book on Leadership, but this isn't it.

This is a little book -- 156 undersized pages -- containing little information.

It's full of platitudes. "Refocus your attention." "Live your message." "Commitment starts in the heart."

Duh! How is anyone supposed to put these abstract ideas into practice?

The only way to understand leadership is to hear stories about effective leaders. About how, for example, they continued communicating during times of crisis when others would have not communicated. About how they worked overtime to fix their companies and inspired others in their organization. About how during wartime they welcomed input from any source and found a unique person with a unique perspective that allowed them to redraw their war plans and win.

But the only anecdotes in this book come at the start of each of the 21 brief chapters on a quality (like communication or dedication) that a leader needs. The other 80% of each chapter is a bunch of abstract rules like Communicate! Show Dedication! Passion Increases Your Willpower! This is all motherhood and apple pie. Only more abstract. And it's impossible to absorb or remember what Maxwell is talking about because he's just listing things you should do to be a leader.

Tell me one good story about a great leader like Winston Churchill, FDR, or JFK, and it would be worth another hundred pages of Maxwell's abstract thought.

The only reason I give this any stars is that I sense Maxwell has more to say and knows his stuff. But he's certainly not strutting it in this book. Try something else by Maxwell. Not this book, for this reader.

This is the kind of book I would purchase for a gift grab bag at the office. It won't offend anyone, but it won't change anyone either.

Good 'beginner's leadership book' --- didnt excite me;-(.......2007-04-21

This is the first leadership book I read. I like the way the author validates each of the 21 qualities of a leader by providing real-life stories of leaders.

Pros: short, easy-to-read, concise
Cons: not much substance, some of the exercises for the reader are far-fetched

Overall, a good read for a beginner to novice 'leadership' book reader.

Short and Sweet: an unbeatable combination.......2007-04-01

As a professor in Business and Management, this book is an often chosen title in my management and leadership courses. Perhaps initially because it is small, but all students inevitably end up commenting that they really appreciated the contents and learned a lot from it.

Leadership qualities are interesting phenomena, which can be replenished to an infinite degree. However, John Maxwell managed to highlight those qualities that are truly crucial toward leadership that will appeal to all categories of followers.

Encouraged by this book and many others, I published "The Awakened Leader: One Simple Leadership Style That Works Every Time, Everywhere." Readers who liked John Maxwell's works, and who want to remain informed of appropriate leadership in a time where globalization has become a part of our everyday life and has ignited increasing interdependency, multiplicity of mindsets and approaches, and multi-faceted workplaces, should take a look at this book.

"The Awakened Leader" presents a meta-leadership approach, which will guide you toward implementing the appropriate leadership style once you've assessed the situation, the followers, and the environment at hand. It is based on flexibility through open-mindedness, or wakefulness. And it completes the perspectives that Maxwell and other great leadership authors have presented us in the past decade: successful leadership of the self and others, based on proven trends of the past, the now, and the future.

Overcoming the Five Dysfunctions of a Team: A Field Guide for Leaders, Managers, and Facilitators

Average customer rating:

managementtrainer
Easy to use and very helpful
Outstanding Complement to The Five Dysfunctions of a Team
Great toolkit and field guide
got it for work

Overcoming the Five Dysfunctions of a Team: A Field Guide for Leaders, Managers, and Facilitators
Patrick M. Lencioni
Manufacturer: Jossey-Bass
ProductGroup: Book
Binding: Paperback

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The Five Dysfunctions of a Team: A Leadership Fable
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ASIN: 0787976377

Book Description

In the years following the publication of Patrick Lencioni’s best-seller The Five Dysfunctions of a Team, fans have been clamoring for more information on how to implement the ideas outlined in the book. In Overcoming the Five Dysfunctions of a Team, Lencioni offers more specific, practical guidance for overcoming the Five Dysfunctions—using tools, exercises, assessments, and real-world examples. He examines questions that all teams must ask themselves: Are we really a team? How are we currently performing? Are we prepared to invest the time and energy required to be a great team? Written concisely and to the point, this guide gives leaders, line managers, and consultants alike the tools they need to get their teams up and running quickly and effectively.

Download Description

"In the years following the publication of Patrick Lencioni’s best-seller The Five Dysfunctions of a Team, fans have been clamoring for more information on how to implement the ideas outlined in the book. In Overcoming the Five Dysfunctions of a Team, Lencioni offers more specific, practical guidance for overcoming the Five Dysfunctions—using tools, exercises, assessments, and real-world examples. He examines questions that all teams must ask themselves: Are we really a team? How are we currently performing? Are we prepared to invest the time and energy required to be a great team? Written concisely and to the point, this guide gives leaders, line managers, and consultants alike the tools they need to get their teams up and running quickly and effectively. "

Customer Reviews:

managementtrainer.......2007-09-24

This field guide is execellent. It is practical and helpful. Improving teamwork is difficult, to say the least, especially for highly dysfunctional teams. Patrick Lencioni's book is essential to working through these challenges.

Easy to use and very helpful.......2007-08-13

This field guide is extremely useful for working with teams - from dysfunctional teams to those that are running smoothly. The exercises are practical and get to the heart of team dysfunctions.

I am a pastor who also works in the corporate world. I will use the ideas and exercises in this book with teams in the office and in the church.

Outstanding Complement to The Five Dysfunctions of a Team.......2007-07-21

Teamwork really is the one sustainable advantage that a group or company can have. Patrick Lencioni has put together a prescriptive method of bringing a group of people together to form a team. He walks through a step by step approach of breaking down the levels of teamwork in a narrative format in The Five Dysfunctions of a Team: A Leadership Fable which really builds the case for why you would want to follow this method. In this book, he all but builds your team for you. It'll be imperative that you can foster the right levels of communication and potentially have someone with you to help as you rebuild your team; however, this method does give critical insight into how groups of people become a team.

Great toolkit and field guide.......2007-07-05

This is a very useful book that has lots of gold nuggets for team training facilitators. Well worth the money and then some.

Guy Plano, Texas

got it for work.......2007-06-27

Leaders are using it in team development and finding it helpful. Good as an HR Professional to guide the manager in how to develop the team.

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