What is Coaching?

Coaching involves someone experienced in a particular skill transmitting knowledge relating to the skill on an individual person-to-person basis.  Often it consists of a demonstration followed by the trainee imitating exactly what the coach has done. The instruction is immediate, direct and the coach is seen to be taking a personal interest in the trainee. … Read More »

Discipline & Reprimand

Discipline and Reprimand is fraught with pitfalls for the unwary. Handled well, disciplinary procedures can benefit all. Overview Discipline originally meant “to judge by correct standards.” Today the quantity of employment legislation has had a dramatic impact on disciplinary procedures. What a manager/team leader may consider to be flexible or compassion may inadvertently lead the… Read More »

Business Planning

To be proactive, managers must plan. A good business plan provides an effective framework for managers to analyse the key issues and form plans that can be communicated with the necessary people. Overview A well-structured business plan is invaluable as a communication tool, upwards and downwards. It aids discussion and ownership. It allows the manager/team… Read More »

Is Your Organisation Fit Or Sexy?

It can be neither but it can’t be both! Fit Organisations These are operationally effective.  They have a very definable, explainable business model that is scaleable and sustainable.  They obsess about optimising their model, looking for greater efficiencies and ways in using it to exploit further opportunities. Fit organisations stay very focused.  They have ‘traded… Read More »

Delegation Skills

The effectiveness of a manager and the growth of the team often depend on the manager’s ability to delegate. Overview Delegation is not ‘dumping’ or merely allocating tasks. It is a skill that comparatively few managers/supervisors/team leaders process to a high level. Done well, delegation makes a significant difference to the motivation of the individual… Read More »

How To Be A Good Technical Trainer

Technical training has certain advantages and challenges by comparison with other types of training. This course provides participants with the key skills needed. The duration is based on a group of 4-6. Larger groups will need a longer course. Overview Technical training is more than being knowledgeable. A good technical trainer can achieve better results,… Read More »

Suggested Scheme For Sequence Of A Recruitment Interview

This framework is not intended to be used rigidly and can be varied to suit circumstances.  For example, a school leaver is a different case from an experienced manager.  However, the advantage of starting (after initial chat) with current job (or current school, if a school leaver) is that the interviewee should be able to… Read More »

The Four Most Difficult Sales Types to Manage

Managing salespeople is never easy. The top performers who also do things in the approved fashion and the chronic under performers are relatively straightforward to sort out. It’s the awkward squad who are trickier. Below we offer a snapshot of four of the most common types. The Prima Donna. Very successful, comfortable in their position,… Read More »

Understanding The Motivations of Procurement Departments

Any high value sales team will know all about procurement departments. They intercede themselves between the line management decision makers and the selling organisation. Their mandate is very clear – to cut the cost of their organisations’ purchasing expenditure. To do this they have to create a market for the product or service they have… Read More »

Dealing With Objections

Whatever your product, there will come a time when your prospect raises an objection – a reason for not accepting what you offer.  Customers use objections to play games with salespeople. They also use them as a way of expressing in a deal: “I don’t think we can use this…” can often mean “Tell me… Read More »

The Three Causes of Failure

When a salesperson (or anybody for that matter), isn’t performing it’s useful to think about causes not symptoms. There are three root causes as to why somebody isn’t performing: Category 1 – Knowledge Skills Deficit The person isn’t effective because they don’t have the skills or knowledge perform to the required level. The most common… Read More »