The Center for Sales Strategy Blog

Great leaders need to learn how to start an argument they don’t care about winning.

If your leadership team never argues or debates, that’s a good sign of harmony.

False harmony. It takes time and energy to argue well. It’s easier to avoid it. But the best leaders don’t—they ignite it.

When we think of harmony, we think of calm. But if arguments are rare in your organization, that calm you’re creating just might be the calm before the storm.

It’s healthy to challenge one another’s thinking. It forces you to own your opinion well enough to make a case for it (even if you’re wrong). The final decision will be a better one if you hear more viewpoints and a greater number of options.

Do women managers care more about their employees? A recent Gallup Poll finds that “female bosses are more engaging than male bosses.” They site several reasons why and conclude by recommending businesses hire more female managers. While we certainly need to keep narrowing the gender gap in America’s management ranks, what can anyone do to increase employee engagement among their direct reports?

Let’s start with the Gallup Poll. These management activities were found to increase employee engagement:

• Encouraging their subordinate’s development
• Checking frequently on their employee’s progress
• Giving recognition and praise for good work

I recently reached out to a friend of a friend. I wanted to pick his brain on some business ideas that I thought were very related to what he does. I was hoping for a new connection, some thoughtful conversation, and a little free advice.

When I finally reached out, he very politely said “no.” Of course, he said more than just “no,” but the bottom line was that he was strapped for time working on a new online course that was about to launch and that his wife was about to have a baby. He said he would love to help in the future—like six months down the road—but that right now, he just had to say “no” to some things.

At first, I was a little put off, even shocked. I hadn’t expected him to say no. But the more I thought about it, the more I realized there was a lot I could learn from this experience. His “no” wasn’t personal at all, and I do believe he meant it when he said he’d have that conversation in six months. But he had to choose. He had to be picky with his time, and I respect that. That’s something I try to be hyper-aware of in my life, as we all know that time is our most precious commodity.

So, I ask you: Are you saying “no” often enough?

Think about these four kinds of people in your life:.

1. Your Customers

Sometimes we over-serve. Shoot, I probably over-serve my clients every day, and they probably don’t even realize it (shame on me). But this can be a big problem and one that we all need to work on. It’s okay to get paid for what you do and to acknowledge when something is outside the scope of your contract or your capabilities. Don’t feel like every request has to be met or you’ll lose their business. Don’t leave that client hanging; suggest alternatives. Quality partners will appreciate and respect you more when you are honest about boundaries.

See also: "How" Selling Solves Your Business Problems

What have you been reading lately? There's so much content published every week that a person can never read it all themselves. That's why we're here, bringing you the weekly wrap up.

Here are the five articles that piqued our interest:

1. Jobs are at a 14-year high {USA Today}

2. Customer value optimization {Digital Marketer}

Have you ever been able to successfully change someone?

Maybe you have a teenager who was born without the gene responsible for keeping bedrooms clean—but with a little pressure (nagging, threatening…) you have been able to get him to pick up his laundry.

Or you could have a spouse who is so extremely chatty that it seems impossible to leave a party when you are ready to go—but with a little prodding you have been able to shuffle your beloved to the door more quickly.

But did you change them?

Is your teenager now neat and tidy? Is your spouse suddenly less social?

Probably not.

What about you?

Have you ever been able to successfully change yourself?

I’m not talking about trying to eat healthier, work out more, call your mom more often, or walk the dogs regularly (although those would be great accomplishments as well!).

What have you been reading lately? There's so much content published every week that a person can never read it all themselves. That's why we're here, bringing you the weekly wrap up.

Here are the five articles that piqued our interest:

1. The difference between amateurs and professionals {James Clear}

2. How meditation at work improves productivity {strategy+business}

I have been enjoying short stories from Twitter lately. The latest comes from Sean Hill, @veryshortstory.

I love this story:

Jack threw a piece of candy on the floor and watched his three children fight for it. The winner was groomed to protect Jack as he grew old.

Over the last few years, I have been helping one particular client completely transform their sales department. The change has been challenging to many in the organization. Some didn’t make it. Many of those who did make it struggled at first, and even after some time, they only embraced the change as much as necessary. But one person on the team embraced the change wholeheartedly. He was able to thrive—and even helped others on the team get on board.

This is our second edition of The Center for Sales Strategy's summer reading list. If you missed last year's, here it is. We've compiled 9 books (nonfiction) that have inspired us over the last year.

9 Books to Read This Summer

Girl Boss
Sophia Amoruso

Tina Rice, Elearning Developer:

"It’s a wild ride full of risky behavior and swear words, and unbridled success."

Scary Close
Donald Miller

Emily Estey, VP/Senior Consultant:

"This is a great book for me as a coach."

Quiet: The Power of Introverts in a World That Can't Stop Talking
Susan Cain

Tirzah Thornburg, Talent Analyst:

"My 12-year-old is massively introverted, and this book helped."