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 […]
Why Work Life Balance Is Nonsense
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 […]
How To Improve Your Future Thinking
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 […]
Training Sales Managers To Coach Without Context Will Not Deliver Improved Results
“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 […]
Sales Leadership In An Economic Downturn
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 […]
Managing Effectively In Challenging Times
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? […]
Be Careful, Your Prejudices Are On Show
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 […]
Using Assessment/Development Centres (ADCs) To Improve Performance
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 […]
Sales Management: The 7 Most Common (And Expensive) Mistakes Organisations Make When Creating The Role
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 […]
What Does It Take To Be A Leader?
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 […]