Category Archives: Performance

Book Review: Talent Is Overrated by Geoff Colvin – an important book, particularly for salespeople

This is a book that has been around for a while and has picked up some very good reviews. We agree, this is an excellent, thought provoking read, and deserves a higher profile. Talent not being a major part of somebody’s performance make-up seems counter-intuitive. Naturally talented is a phrase we might all use about… Read More »

Making A Comeback

Times are changing fast and jobs, roles and personnel are changing with them. That makes a step into an old role far scarier than it might at first appear. Lance Armstrong made a surprising return to cycling after four years, having retired at the top of his game. A finish on the podium of the… Read More »

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 »

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

Whether it’s the turn of a calendar year, your first year as a sales manager, or just the turning of a new leaf, here’s some resolutions for you: 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… 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 »