Month: March 2007

The Role Of The Sales Leader

To be effective in any sales organisation, a leader has to have the ability to influence using the four power bases appropriately. Generally the more effective the leader the more he/she will utilise personal power […]

The Customer Has Postponed The Final Purchasing Decision

What do the following reasons for quarterly targets being missed have in common? The customer has postponed the final purchasing decision. An order I was hoping would come in has been referred to head office […]

Don’t Fence Me In

We’ve been out and about working with clients over the last year, and 2007 looks set to be just as busy. As businesses are increasingly working across national and even continental boundaries, we’re noticing that […]

Over Planning Succession

Odds are you’re a teeny bit bored of ‘news’ stories about when Tony Blair will leave office, and whether Gordon Brown will take over smoothly, and if he does whether the electorate will vote for […]

What We’re Reading – The Goal

Title: The GoalAuthor: Eliyahu M. Goldratt, Jeff CoxPublisher: Gower Publishing Ltd; 3Rev Ed edition (17 Nov 2004)ISBN: 0566086654Price: £16.95Reviewer: Claudine McClean The Goal is a classic management text book, although it doesn’t really read that […]

Are These Issues Affecting Your Business?

Motivating Staff Learning the job Skills development Change process Delegating Appraisals and assessments Problem solving Task performance Relationship issues Planning and reviewing Team building Staff development Team working Succession planning Then you may be in […]

Presentation Skills

At all levels of people’s working lives it is an inevitable part of their professional career to give speeches or presentations. In the early part of your career you could be asked to give an […]