Category Archives: empowerment

Why Does Management Get Setting Annual Sales Targets So Wrong

One of the major success drivers of sales performance can be measured by the amount of ownership salespeople have for their targets. The logic is inescapable; if salespeople really own their numbers then they will work tirelessly to achieve them. The opposite is also true, if they don’t own the numbers they will spend all… Read More »

Empowerment: Getting Behind The Many Misunderstandings Of This Powerful Organisational Capability

Why don’t the people in my team show more empowerment? Why doesn’t my manager give me more empowerment? This common cri de coeur is often built on a misunderstanding of what empowerment really is about: Empowerment is not a synonym for delegation. Delegation is about giving authority and responsibility but not accountability to someone. Empowerment… Read More »

Working Around The Problem

Many organisations offer management training programmes to their employees; some offer management development programmes, sometimes there’s a difference beyond the name. The key determinant of their effectiveness is whether managers are doing a better job. Employees are often the best judge of this, and where employment levels are high they may vote with their feet.… Read More »