Month: January 2010

The Non Development Of Sales Professionalism Is Still With Us

Prospero 28 January

2 minutes

Why has selling changed so little over the last 20 years? When compared to other functions it still looks pretty similar to the 80s and in some organisations even further back than that, where as […]

Sales

What Is So Special About Selling?

Prospero 28 January

2 minutes

Very few people go into selling as a vocation, something they wanted to do from an early age. Yet when we spend any time with high performing salespeople one of the most striking things about […]

Sales

How To Develop Sales Best Practice

Prospero 28 January

3 minutes

Best Practice used as a development tool is one of the most powerful ways to improve performance. In this article we give an overview that covers how to go about embedding its use into your […]

Management

The Evolution Of Performance

Prospero 19 January

2 minutes

Businesses are all looking for the perfect performance management systems, either looking for the ultimate process, the ideal software or the most elegant paperwork. [geoads2] Unfortunately, developing each of those takes time, and can result […]

Leadership

How Is Your Point Of View? – A Critical Requirement Of Today’s Manager

Prospero 17 January

2 minutes

One of the most revealing ways of identifying someone who can influence beyond their level of authority and control (which is a simple, but effective definition of leadership) is to really listen for the person’s […]

Management

10 Hopeless New Year Resolutions For Managers

Prospero 7 January

2 minutes

We’m sure you’ve attempted to make some New Year Resolutions, some you might not have even broken yet. Below we list some you will be wasting your time making. How do we know? – because […]

Training

New Year – New Direction For Your Training Plan

Prospero 7 January

2 minutes

Most organisations, whenever their financial year starts, use the New Year as a time to look at their Training Plan and see if it’s fit for the year ahead. After the traumatic events experienced in […]

Sales

The Compelling Business Case

Prospero 7 January

2 minutes

With selling very much on the agenda , customers are increasingly looking to buy great value. When you’re up against stiff competition, making sure you’ve got a compelling business case for your offer can make […]