Category Archives: Management

Football Sales Management

It’s about scoring more goals that the other team – the ‘stating the obvious’ school of sales management Imagine if football managers’ greatest insight in their team talks was to simply exhort their teams to win more. They have a very good answer to the follow up question – how? By scoring more goals!  OK… Read More »

Christmas Business Reading List

Christmas is a good time to sit back, reflect, and enjoy a good book.  If you’d like some suggested reading for your Christmas break, here’s part two of our tiny list.  Part one covered sporting books with a business twist.  Part two is sport-free. It’s great to be right, but people rarely know when they’re right, or… Read More »

How A Complex City Gets Built

Detroit started life as a fur trapping town on the edge of the river on the Great Lakes.  Farms grew up around it, so when more people came to live there expansion along old trading routes wasn’t always easy.  This delightful old film explains the mess of roads in the city as city planners fought with land owners to… Read More »

Why Focus Is Important

Creativity gets a bad name because creative thinkers tend to provide good ideas on all problems except the ones they have actually been asked to think about.  This happens for two reasons: The idea that simply messing about will hopefully produce a new idea Focus is insufficiently emphasised Focus Is One Of Three Disciplines Discipline… Read More »

Hiring Like a Human

As the labour market picks up we’re increasingly hearing from our customers that it’s getting harder to recruit the right kind of people for their business.  In the UK this is especially true of engineers, scientists and technically qualified people.  There’s too few to go around and those who are doing a great job are rarely… Read More »

Running a Creativity Session

 Outline Process Focus: Always set up a creative session using focus – with what do we want to end up at the completion of our thinking There are two approaches to focus: Purpose Focus – has a specific end purpose g. how can we improve something, how can we speed something up etc. Area Focus –… Read More »

The Role Of Coaching

What Is Coaching? ‘Coaching’ takes over where ‘Training’ leaves off ‘Training’ focuses on providing additional skills for individuals and teams to do their jobs better and to contribute more efficiently to achieving corporate objectives. ‘Coaching’ recognises that within each individual and team is a further potential to develop and enhance their contribution that has yet to be released. ‘Coaching’ recognises… Read More »

80 Ideas for Sales Meetings

Sales Managers are often nervous of kicking off yet another dry sales meeting.  Here’s some ideas that recent participants have shared for adding an element of discussion and debate at sales meetings. Topics marked * are great for getting people talking and sharing ideas – get a flipchart or whiteboard ready to capture ideas or have… Read More »