Category Archives: PerformanceManagement

7 Technology Related Trends That Are Coming To A Place Near You!

The mobile phone looks like being the first truly successful convergence device since the Teasmade. The killer application combination will be location tracking (through GPS or similar), high bandwidth and new services. Don’t underestimate customers inventing uses either, like using Bluetooth to see who is up for flirting on the bus, in the train carriage,… Read More »

Recruiting Sales People – What You Should Really Do

Sales organisations are always trying to recruit who they think are the best salespeople. The problem is they sometimes don’t understand what their customers are looking for in these salespeople. Our own work in this area consistently shows that customers value subject specialism and the ability to create insightful solutions as the most desirable capability.… Read More »

Everybody Can Think, Why Don’t We Do More Of It?

There is thinking concerned with conception (‘day dreaming’) and thinking concerned with action (problem solving) There is thinking that is linear (experience, logic rational analysis) and thinking that is lateral (intuition, wild thoughts, crazy ideas) We live in a world of discontinuous change, which will require discontinuous responses Thinking differently can be learnt, its not… 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 »

The Modern Sales Professional’s Glossary of Competitive Advantage

These are some of the concepts that are helping the modern sales organisation effectively engage with their most demanding customers and prospects. Customer Value Proposition – The total offer as perceived by the customer. It’s the interdependencies and emphasis of the various elements that creates a unique CVP (or not). Salespeople, and the way they… 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 »

Ten Ways 360° Feedback Can Reinvent Your Training & Development Strategy

360° Feedback is developing a reputation for delivering excellent results when used as a tool for supporting the assessment and appraisal process. Its ability to provide objective feedback based on observed behaviour produces excellent data on which to base your performance management system and associated strategy. But it’s in the area of training and development… Read More »