Category Archives: Management

The Quick And Dirty Way To Lean

Lean as a management tool is based on a simple to say, more difficult to do set of four principles; Create nothing but value adding processes (eliminate waste) Centre design around the people who add the value Flow value creation around demand (delay resource commitment)  Optimise across organisational boundaries, structures, etc Lean is about looking… Read More »

Seven Steps To Building Peer Group Pressure

Peer Group Pressure is the glue that binds high performing team together, creating a self sustaining level achievement within a supportive framework. The Benefits Management can spend less time checking and policing, more time developing building and coaching people A greater sense of belonging is achieved, the inclusiveness informing coherent and aligned behaviours The team… Read More »

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 »

How Do You Measure Up As A Team Manager? 20 Point Checklist

Over the last 6 months we have been working on a competency project that has identified certain characteristics of the successful team manager. We have summarised those behavioural indicators into the following list: They seek to add value to what the team are trying to achieve, rather than simply ‘manage’ them. They balance the task-team-individual… Read More »

A Quick Coaching Checklist

Here’s an easy 13 point checklist to help with your next coaching session: Try not to be directive Avoid asking, “How do you feel it went?” Instead ask, “What do you feel went well?” Use open questions to encourage the individual to think through their actions and draw out their own solutions Listen to understand… Read More »

Three Point Review Checklist

When you want to review what’s happened –  at a meeting, on a project, or in a conflict situation- speedy three step plan helps you to stay objective and focus on improvements.  Give it a try. Agree FACTS Standards – What should happen? Performance – What did happen? Difference – Any unacceptable gaps? Agree CAUSES… Read More »

The Benefits Of An Effective Performance Management System

Performance Management executed professionally can transform an organisations’ ability to drive sales growth: The Benefits It stimulates a success orientated culture that constantly reinforces itself = high standards and desire for ‘stretch’ performance It aligns the individual’s performance to organisational goals = greater energy around goals and targets It supports the building of individuals’ strengths… Read More »

Brexit For Managers

The UK has voted to leave the EU, there’s not much you can do to change that today.  Managers are often surprised by the amount of trust and respect that their employees have for them.  Many will find themselves being pulled aside by employees over the coming days to be asked what “Brexit” will mean for… Read More »

Six Tips For Better Interviews

If you want to get the best from your applicants, you can help yourself by building up trust and encouraging openness. Here’s six tips for better interviews: Arrange the room layout Sit at adjacent sides to a table; avoid direct across-the-desk positions, alternatively dispense with a table altogether. Maintain intermittent eye contact Look positive and… Read More »