Consulting In The Age Of Complexity

The Context Of Complexity Whatever the precise nature and benefits of your product or service, viewed from the customer’s perspective it could easily be perceived as “one more complexity in a World which is already complex enough”. Some complexity factors facing customers are, for example: Choice From cars to computers, from banking services to pensions,… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

Starting Your Own Business?  A Way Back To Employment Or To Escape A Job You Don’t Like

After dreaming about winning the lottery the next most popular lifestyle dream is working for yourself.  Just last week the Government minister, David Willets, suggested graduates should think about starting up their own business last week as an alternative to struggling in the current job market. Often our work involves working for clients who started their… Read More »

Transitioning From Sales Manager To Sales Director – Why Many Find It So Hard

In coaching sales managers a reoccurring development need that comes from their boss is ‘they need to be more strategic’. Below we list the six major issues we’ve found helpful in repositioning sales managers: Many sales managers achieved the position because of their energy and industry. As managers they still run their teams by being… Read More »

Is Didactic Sales Development Relevant In The 21st Century?

Use Our 10-Point Checklist To Determine Your Sales Orientation In our fast-changing age of diversity, technology and talent management, can a sales organisation continue with traditional didactic sales development “this is how you do it” style of training and gain any competitive advantage? As sales people increasingly aspire to be seen as business professionals, does… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »

Too Little Focus On Barriers To Effective Change

In all change situations there is a (sometimes toxic) mix of both organisational and individual barriers. As most attention is focused on communicating the external reasons for the change (competitive pressures, cost problems, changes to the business model/operating factors etc) the organisational and individual dynamics of change are often ignored or down played. Yet effectively… Read More »

Techniques For Avoiding Redundancy

  There is no sure fire way to avoid redundancy, however there is real evidence of positive discrimination around the criteria used for selection that can improve your chances of staying off the list: How To Avoid Redundancy (Positively) Do the job you are paid to do brilliantly. Create as much additional value around your… Read More »

Be Careful What You Ask For

Most people want feedback.  The people who don’t want feedback often really need feedback. “How am I getting on?” “Am I good at my job?” “What do my colleagues think of me?” “Do my customers rate me?” “What does my boss think of me?” “Do my employees respect me?” “How can I improve?” They’re all… Read More »