Category Archives: Motivation

What Kind Of Customer Are You Targeting?

Not all customers behave the same way because they are motivated by different things. Cost-Oriented Customers Focus largely or exclusively on the cost of the product or service, will want to get to discounts and prices very quickly. See the product as a commodity easily substituted by a competitor’s product or service. Want a favorable… Read More »

Recession Proofing Yourself

With concern about the ‘credit crunch’, the ‘housing market slump’ and the ‘looming recession’, people find themselves considering how well positioned they are to weather a potential storm. This can cause people to behave strangely, which may not always be beneficial to the organisation or themselves. The people who tend to not only survive tough… Read More »

Are These Issues Affecting Your Business?

Motivating Staff Learning the job Skills development Change process Delegating Appraisals and assessments Problem solving Task performance Relationship issues Planning and reviewing Team building Staff development Team working Succession planning Then you may be in a situation where you need to be doing coaching of your own. In a world that is changing so rapidly… Read More »

Structured Training Open Courses Receive CPD Accreditations

All of our Courses are now CPD Accredited (Continuing Professional Development). The world in which all professionals practice is changing. Global competition has never been more intense, clients are more demanding and technology offers new ways of working. The knowledge base of the professionals and of the sectors in which they operate has also increased.… Read More »

A New Manager’s Guide to Leading a Team – (Part 2 – where does leadership fit in?)

Manager and Leader? Manager or Leader? Manager not Leader? Many organisations are over managed and under led? Why? Often, leadership is the stuff that gets squeezed out by all the ‘management’ requirements. Part of the difficulty of leadership is that it is viewed as an attribute as well as an activity; this is the hoary… Read More »

Where Have All The Sales Leaders Gone?

Many sales teams aren’t led but managed. Sales Directors, National Sales Managers & Field Sales Managers all need to occupy the leadership space, but many don’t, preferring to stand only on management ground. Below we explore the some of the reasons why sales leadership (and leaders) are not the visible force they should be: Management… Read More »

12 New Year Resolutions Any Self Respecting Sales Manager Should Follow

The worse the figures are the more you should analyse them (see how in point two). Avoiding bad news is never a good idea. The better your figures are the more you should assume it’s temporary. Try to identify the reasons why you are succeeding, try to see the reasons why and when it might… Read More »