Category Archives: Performance

Are You In The Zone?

We are all familiar with being in our Comfort Zone, but what about the other performance/behaviour zones that can help you focus on being more effective and understand why you feel like you do when performing at certain levels. Working from the bottom up: If you are below the black line you are in the… Read More »

A Look Into The Current workplace – Why Some Young People Still Don’t Get How To Increase/Reduce Their Credibility Through Appearance And Speech

Dress The younger you are the more appearance will contribute to your credibility (or not). The older you get the more licence you obtain in being individual or weird, depending on taste. Too much visible skin is one of the most common mistakes young people make. No manager should have to observe in a meeting… Read More »

10 New Sales Resolutions That Will Improve your Business Performance (For Sales Directors)

Make your sales managers fully accountable for their teams’ performance. Give them the resources and let them get on with it. Nail your sales strategy. Is it distinctive, compelling, clear, and embedded throughout the sales organisation? Become the custodian for your Customer Value Proposition. Fight with marketing if necessary. Look to constantly improve and develop.… Read More »

10 New Sales Resolutions That Will Improve Your Business Performance (For Sales Managers)

Stop believing that a mediocre person is better than a vacancy. It institutionalises average as being acceptable. Improve the person’s performance or change the person. Stop running your own target, or house accounts. You are either a professional manager or not. Part-time sales management impedes team performance. Spend longer periods of time with individuals; even… Read More »

What We’re Reading: The Secret Life Of The Corporate Jester

With Christmas fast approaching we find ourselves at crowded dinner tables talking and laughing with friends and family. Just as at work we have expectations of people in our social circles. There’s the worried ones who constantly express concerns about everything going smoothly, the capable ones making sure that everything does, the good humour people… Read More »

Using Assessment/Development Centres (ADCs) To Improve Performance

It’s no coincidence that sales excellence and the use of ADCs are highly correlated. First a quick definition. An ADC is an event which utilises a range of interventions to identify the degree to which prospective candidates display the competencies and behaviours required for a particular role. Typically an Assessment Centre will include ability testing,… Read More »

Start From Here

Performance Management is a hot topic in many organisations as they struggle to define themselves as high performing businesses. The difficulty many face is that the organisation holds many different views about what performance management means and different parts of the business deliver performance management differently. This can mean that more time is spent discussing… Read More »