University of Life (UoL) – Does It Mean Anything?
This is often talked about as either a defensive statement made by people who didn’t attend university, or as a slightly pejorative term by people who did attend. In our […]
This is often talked about as either a defensive statement made by people who didn’t attend university, or as a slightly pejorative term by people who did attend. In our […]
Since the pandemic began people have used the term “Work Life Balance” to explain away how the improved productivity they promised their employers for years if they could only work […]
Below are some random thoughts and ideas to help with developing your point of view about your business(es) future. As markets mature they commoditise and the race to the bottom […]
“We are all virtual coaches now” said an International Sales Director at a recent conference. Later at the same event a new Performance Management system was introduced that required managers […]
If sales leadership is about creating the right motivating atmosphere, one that stimulates salespeople to give their best as frequently as possible, it raises an intriguing question – what is […]
We all know the saying…’when the going gets tough the tough gets going’. Well, what does that actually mean in ways that are practical and relevant in today’s difficult economy? […]
You cannot understand others unless you understand yourself. Self awareness and personal insight increases perception and sensitivity towards others. A way of observing managers who have little self awareness is […]
It’s no coincidence that sales excellence and the use of ADCs are highly correlated. First a quick definition. An ADC is an event which utilises a range of interventions to […]
Let’s get the hoary old chestnut out of the way first. Promoting the best salesperson in the team to be its manager. Sometimes works, more often doesn’t. Few companies actually […]
Many organisations are over managed and under led? Why? Often, leadership is the stuff that gets squeezed out by all the ‘management’ requirements. Part of the difficulty of leadership is […]