Category Archives: Uncategorized

Making Personal Change

People live with change constantly: in a lifetime, everyone goes through personal transformation from infancy to adolescence, young adulthood, middle age and finally old age. A career path may lead from subordinate to junior management, middle management, senior management and even on to board level or consultancy. Change has been described as the single most… Read More »

Beyond The Language Barrier

With an ever increasingly globalised business world, language barriers are important. You’re reading this in English, which is the current global language of business, yet language is only one element of the cross cultural challenge of working globally. The greater challenge can be in understanding the more subtle differences of expectation and perception. Working in… Read More »

Working Around The Problem

Many organisations offer management training programmes to their employees; some offer management development programmes, sometimes there’s a difference beyond the name. The key determinant of their effectiveness is whether managers are doing a better job. Employees are often the best judge of this, and where employment levels are high they may vote with their feet.… Read More »

The Role of The Account Manager

Must be multi-skilled salespeople Should strive for continuous improvement. Need to know as much about the customer’s business as they do. Be aware of external issues affecting themselves and their customers. Project themselves as influential leaders with insightful views. Be familiar with use and capability of IT systems. Agree, maintain and review service performance measures.… Read More »

Eleven Business/People Orthodoxies – Where Do You Stand?

Command & Control Management Style. Management gurus and business schools have for 20 years been saying the modern organisation needs to be run on different lines, so why, apart from some notable exceptions (which tend to be start-ups), is it so slow in changing? Managerial Status Symbols. Reserved car parking (admittedly actual name plates are… Read More »

Time Management

As a salesperson, how many hours do you believe are available on average to you each year for selling? No. of days in a year = 365 days Less weekends = days Less annual leave = days Less national holidays = days Less illness = days Less training = days Less exhibitions = days Less… Read More »

Rapport Techniques For The Telephone

Rapport works on the natural and automatic principle that people feel comfortable with others that they judge are like themselves. This usually happens at an unconscious level. When we are with people with whom we feel comfortable, and are perhaps sharing something important, we often find ourselves naturally and automatically imitating some aspects of the… 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 »

A Flood Of Talent

Here in the middle of England we’ve been experiencing bizarre weather conditions. Flood waters have affected everyone, whether to an extreme degree or simple inconvenience. Everyone has a view on what’s causing the weather, or what should be done about it, yet how this is expressed and what people are doing varies: There’s the angry… Read More »