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Supporting Our Community: The National Association of Social Workers – PA Chapter

We are excited to announce that our own Dr. William Mehnert will be facilitating the Influential Negotiator:  A Leadership Institute program next month at that National Association of Social Workers Conference scheduled to be held October 13-15, 2011 at the DoubleTree Resort Lancaster/Willow Valley in Lancaster, PA.

Are you or is someone you know a Social Worker, Licensed Professional Counselor (LPC), or Licensed Marriage and Family Therapist (LMFT)?

Believe it or not building a stronger self-advocacy skill set is a critical factor for your future professional success.  Advocacy for others is at the heart of the social work and counseling professions, but how comfortable are  you  with self-advocacy?  Do you effectively  negotiate your salary or challenge a supervisor's directive?  Do you understand how to approach others in a way that is most successful?

This intensive workshop will allow social workers to build practical skills under the guidance of a dynamic facilitator with over 40 years of experience.

Do you still need to earn the 30 credits necessary for  your  social work licensure renewal?  Are you an LPC or LMFT who requires additional continuing education (CE) credits? Our customized  negotiation program is just one of  dozens of noteworthy workshops and keynote sessions NASW-PA has lined up for next month's conference.  In fact, if registrants attend all of the scheduled events over 30 CE credits will be theirs.  Our program alone is worth 6.5 Continuing Education credits.

If your or someone you know is interested in attending you can register today at www.nasw-pa.org or contact one of the PA Chapter staff for further assistance by calling 717-232-4125.

A full conference program and more information can be found at  www.nasw-pa.org.

TRACOM Accepts Our EQ Whitepaper

We are proud to announce that The TRACOM Group has accepted Strategic Learning's white paper "Developing Emotional Intelligence In Sales" for global publication and distribution.  The creator of Social Style™, The TRACOM Group, is a recognized industry leader delivering workplace performance solutions in multiple languages to organizations worldwide.

In recognition of our shared interest in Emotional Intelligence (EQ), The TRACOM Group is featuring our EQ Whitepaper in it's  Performance blog under the title Boosting Sales with Emotional Intelligence.  

We value our Alliance Partners' insights and perspectives and we think you will too.  We believe that you will find that The TRACOM Group's core values honor our purpose of helping customers to define and  achieve the outcomes they desire while building fulfilling work environments.

Founded in the 1960's by Dr. David W. Merrill and Roger Reid, TRACOM is perhaps best known for their development of the Social Style Model™.  Dr. Merrill, an industrial psychologist and university professor, found that people tend to display consistent, observable behaviors, and that others consistently agree on words to describe each behavior.  This work became the foundation for today's Social Style Model™.  Since its creation, millions of satisfied participants have used the Social Style Model™ and associated courses and instruments to improve their workplace performance.
In recent years, TRACOM has created a number of resources which teach how to apply Social Style concepts in specific workplace situations.  Today the TRACOM Group is exploring models and validating research that suggests a connection between effective application of Social Style and increasing Emotional Intelligence.

What Differentiates Successful Salespeople?

The SPIN Selling model was developed by Neil Rackham based on extensive research he conducted on what differentiates successful from less successful salespeople. The model provides a time-proven framework that any salesperson can implement to become more effective.

Spin SellingRackham clearly states that there is no magic formula for achieving better sales results, however, he does claim strong evidence showing that if salespeople get just three things right there is a high probability that they will achieve superior results using the SPIN Selling method.

They are:

  • Get on the buyer's side of the table - Salespeople who use empathy to understand their buyers are more likely to ask questions and are less likely to rush into overwhelming buyers with solutions.
  • Invest in planning - Spend time planning the tactics you'll use for specific calls. Top salespeople reliably meet customer's expectations, find creative and flexible approaches for solving their problems, and persevere through challenges and setbacks without losing their positive frame of mind.
  • Give yourself a periodic checkup - Periodically collect input about your performance. Even skilled salespeople occasionally slip into old and bad habits.

Want to learn more about SPIN Selling? Download the SPIN Selling position paper to learn more and see how it is supported and enhanced by Social Styles.

Emotional Intelligence & Social Style

by Strategic Learning's Alliance Partner the TRACOM Group and John Myers

EQ and Social StylesEmotional Intelligence (EQ) is a concept focused on how effectively people work with others.  EQ skills are unique from a person’s technical skills and cognitive abilities.  Multiple studies have shown that EQ competencies often account for the difference between star performers and average performers, particularly in positions of leadership.

A 2009 study conducted by Colorado State University compared the TRACOM SOCIAL STYLE and Versatility Model with multiple well-known instruments for measuring Emotional Intelligence.  The study found that Versatility was in fact closely related to EQ.

Daniel Goleman, a leading researcher and author on EQ, identifies the four components of Emotional Intelligence as:

  • Self Awareness:  Having a clear understanding of one’s emotions, strengths, weaknesses, drives and capabilities.  On the surface there’s really nothing new about this concept, but it’s a critical skill and it’s overlooked by many people.
  • Self Management:  Is what frees us from being prisoners to our emotions.  Without understanding what we’re feeling, we can’t control our feelings and this leaves us at the mercy of our emotions.
  • Social Awareness:  Is mostly about empathy.  It’s the ability to read another person’s facial expressions, voice and other non-verbal signals in order to understand that person’s emotions.
  • Relationship Management:  Is where these three previous skills all come together.  This is the most visible aspect of a person, and in particular leaders.  This is where you see skills like conflict management, team building, and influencing others.

One criticism of Emotional Intelligence is that it sounds good in theory but it is difficult to put into practice.

What do you think?  In your experience, which of the four components of EQ do you find the most challenging?

Developing Emotional Intelligence In Sales

The discrepancy between expected behavior and actual on-the-job performance is among the greatest challenges facing business leaders involved in selecting and developing highly-skilled, successful sales professionals.

Too often sales skills and techniques demonstrated in interviews and training are not observable when they are most needed - during challenging or difficult customer interactions. Despite "going through" the best sales training workshops and intense "skill and drill" activities, too many representatives fail to meet reasonable performance expectations The Vanishing VP of Salesin the "real world." Eventually, sales representatives begin to doubt the usefulness of the training and business leaders consider the gap a sales leadership, training, and selection problem.

Sales leaders and trainers are left with the perplexing question, "If the sales representative demonstrated they could apply the skills during the workshop, why aren't these skills being used with real customers and especially in challenging sales situations?"

Is it likely that more "skill and drill" will make a difference in performance when representatives have already demonstrated those skills in "real world" situations?

The answer, of course, is no. Once an individual has demonstrated the skill, the most likely barriers to high performance must reside in another aspect of professional development.

If this feels familiar, download a free, no obligation WhitePaper to discover why emotional intelligence is so important to sales performance and the four steps to developing emotional intelligence in sales.

How have you used emotional intelligence to overcome a difficult sales challenge?

Building Emotional Intelligence in Teams

Teams are critical to every organization’s success; they determine and set strategies, generate ideas for new products, and solve problems. Given their importance, why do so many people complain about their teams? If you ask Patrick Lencioni, it is because most teams are dysfunctional.

The SOCIAL STYLE Model provides an ideal platform and starting point for teams seeking to overcome the Five Dysfunctions. By learning to recognize style preferences and Social Style Puzzle and 5 Dysfunctions Coverpracticing versatility, team members reduce unproductive conflict, increase effectiveness, and maximize team productivity.

To learn more about how we help Teams over come the Five Dysfunctions, download our latest Whitepaper, “SOCIAL STYLE and The Five Dysfunctions of a Team.”

How does your team overcome the Five Dysfunctions and build emotional intelligence into your team values and actions?  What is working for you?

Recovering The Hidden Costs of Email

Some people believe that email is free. Research shows it could be costing American companies $308 billion a year. . . 

How much are ineffective and inefficient email practices costing your company?

Action Requested:

Please complete an information request form to learn more about the cost of email and discover how Get Control!™ of Email professional development solutions save time and money.


  • Download a document that reveals the alarming and ever increasing cost of low value email messaging in America.
  • Our award-winning Get Control!™ of Email workshop is proven to reduce email by 20% - saving 15 days per year per participant.
  • Our corporate customers rave about Get Control!™  because we help them to get more done while reducing IT, travel, and legal costs.
  • Professionals love Get Control!™ of Email  because it saves them time, confusion, and frustration.
  • Results are measured, sustained, and guaranteed!

Free EQ Webinar

Want to learn more about Emotional Intelligence (EQ)?

Emotional Intelligence: What's New, What's True (a free, on-demand EQ EQ Webinarwebinar from our strategic alliance with The TRACOM GROUP) is now available for your viewing pleasure!

Since this is an indexed, on-demand webinar you have the ability to not only choose the contents you wish to view, but you can do so at your leisure. This means you are in control. That's right, no scheduled webinar conference to attend and no time wasted reviewing low value information!

If you are interested in learning more about EQ, click to View the webinar and explore the portions you find most interesting.

Emotional Intelligence Strongest Link to Business Results

Intellectual and functional skills are important, but research shows that emotional intelligence is the most Versatility Resultsimportant factor in effective leadership.  There is a proven link between emotional intelligence and measurable business results including:

  • Sales Performance
  • Leadership & Managerial Effectiveness
  • Recruiting & Retention Success

Want to know more about the research and what it says?

Download this free research summary from our partners at The Tracom Group to learn more about "Why Emotional Intelligence Matters."  This paper presents the business case for Emotional Intelligence (EQ) and information about how to improve Emotional Intelligence in the workplace.

Leader’s Insight

Welcome to Strategic Learning's leadership dialogue, "Leader's Insight."  The purpose of this dialogue is to explore thoughts, behaviors and feelings that have led to your success or maybe even undesireable outcomes.  As any leader who has made difficult decisions knows, the challenge in leadership isn't really choosing between good and bad, it lies in differentiating between two "good options" and pursuing that which unlocks your follower's potential and accellerates your organization's growth.  What decisions have you made that helped your business fulfill its purpose?  What challenging choices will you face tomorrow?