Resources

Business Development and Selling

Make It Happen Before Lunch and Cold Calling Techniques (That Really Work!) by Stephan Schiffman (this guy is my hero when it comes to motivation and moving a relationship forward)

The Change Works System by T. Napier (Discover the impact managing “tension” can have on a sales contact) Contact me for information on how to obtain this book.

Coaching, Management and Leadership

Why Employees Don't Do What They're Supposed To by Ferdinand F. Fournies (It all starts with clear expectations)

Successful Manager’s Handbook (Development Suggestions for Today’s Managers published by Personnel Decisions (From soup to nuts, this book addresses every management competency and tells you now to improve your skills)

Coaching for Performance by Sir John Whitmore (Introduces a super simple, super powerful coaching model called GROW)

The Portable Coach by Thomas J. Leonard founder of Coach University and Coach U’s Essential Coaching Tools (the latter includes a CD with lots of key assessments including Clean Sweep and NeedLess programs)

Coaching for Results*

Coaching is an essential skill every manager, team leader, and team member needs in today’s workplace. Coaching provides the opportunity to bring out the best in others – it makes teamwork happen. This session addresses the basics of business coaching, from goal-setting to handling difficult conversations about job performance.

Participants will assess their personal coaching skills and learn how to:

• Apply a four-part model (GROW) for a coaching discussion in various work situations
• Use focused questions to guide others to their own awareness and solutions
• Listen to understand the full message being said
• Provide disciplined coaching feedback
• Identify commonly held organizational beliefs about coaching and feedback and the impact of these beliefs
• Develop a personalized plan for continuing to increase effectiveness.

*Developed by The Odyssey Group, Inc.

Communication

Great Ways to Sabotage a Good Conversation by Paul Schenk (a tiny book with enlightening information on why certain words really don’t work very well; for example this where I learned not to “should on people.”

Since Strangling Isn’t An Option-Dealing with Difficult People-Common Problems and Uncommon Solutions by Sandra A. Crowe (often funny with a great process for managing interpersonal conflict)

Facilitation

Anything written by Ingrid Bens

The Firefly Effect by Kimberly Douglas (great processes for building innovative teams)

Think Better by Tim Hurson (Fun and original with very valuable processes for innovative thinking)

The Secrets of Facilitation by Michael Wilkinson (when preparing for IAF certification, I read this book cover to cover. Great checklists to keep you on track, plus countless strategies for effective meetings)

The Art of Focused Conversation from the Institute of Cultural Affairs (My bible for how to open a meeting and use questions to access the wisdom of the group)

Myers Briggs

Type Talk at Work by Otto Kroeger and Janet M. Thuesen (Great description of the 16 types and how to use type effectively in the workplace)

Was That Really Me? By Naomi Quenk (The darker side of type and how stress impacts our personality)

Time Management

Getting Things Done by David Allen (a master at time management tools)

It’s Hard to Make a Difference When You Can’t Find Your Keys by Marilyn Paul (forces you to explore why you want to get organized in the first place)

Eat That Frog by Brian Tracy (fabulous on overcoming procrastination)