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A Sales Management Checklist

Author: Dr. Scott Downey, Director and Professor I have written before about how management is a well-researched process that involves analysis, planning, execution and measurement. I have also pointed out how my discussions with sales managers often result in fairly...



The Difference Between Mentoring & Coaching

Reviewer Dr. Pete Hammett, Visiting Professor Articles American Psychological Association: Monitor on Psychology, Your guide to mentoring – Everything you need to know to find and be a great mentor Center for Creative Leadership: Mentoring first-time managers – Proven...



Embracing Uncertainty While Leading Effectively

Adapting our leadership styles to both expected and unexpected disruptions happening around us is nothing new to the agri-food industry. However, 2020 has cast a great web of uncertainty across businesses, the industry and the world. How might leaders adapt to such...



The Fix to Nearly Every HR Problem: Giving & Receiving Feedback

Reviewer Dr. Pete Hammett, Visiting Professor Articles Teaching Employees How to Receive Feedback: A Preliminary Investigation The Impact of Authority Relations and Feedback Delivery Method on Performance Journal Journal of Organizational Behavior Management   Prior...



No Points for Original Thought: All That Matters Is Execution

Publication Gartner 2019-2020 Top Insights for the C-Suite: How to Excel at Both Strategy and Execution Reviewer Dr. Pete Hammett, Visiting Professor Summary In the mid 1990’s, I had the honor of leading the operations and technology teams at American Express in the...



Rethink Your Business for the Digital Age

Book  The Digital Transformation Playbook: Rethink Your Business for the Digital Age by David Rogers  Reviewer  Dr. Allan W. Gray, Executive Director and Professor  Summary  In The Digital Transformation Playbook: Rethink Your Business for the Digital Age, David...



Managing in a New Era

Author: Dr. Scott Downey, Director and Professor For many years, we have talked about how sales and marketing have evolved over time. If we look at this historically, we can consider how the sales and marketing process focused on explaining product features because of...



Investing in Talent: Commodity vs. Annuity

Author: Dr. Pete Hammett, Visiting Professor Over the course of my career, I have had the great honor and privilege of working with professionals from a multitude of industries and levels across the country. On many occasions when working with groups of high-level...



Taking a Leap and Landing on Success

Author: Dr. Allan Gray In a crowded marketplace that’s only getting smarter, how do you set yourself apart? As a young professional, GW Fuhr had a passion for agriculture and aspirations of becoming a sales leader. Surrounded by other young professionals with the same...



How to Create Curious Employees

Article Work curiosity: A new lens for understanding employee creativity. Yu-Yu Chang and Hui-Yu Shih Journal Human Resource Management Review, Vol. 29, No. 4. December 2019 Reviewer Dr. Michael Gunderson, Director and Professor Summary This Quarterly Review article...