Category Archives: Value

The Management Value Add

How much do your managers add-value as managers and how much do they try to add value by doing work that others should be doing? Recently this question was asked unrhetorically in a customer organisation and the answers were very revealing: Many managers were spending between 20% and 30% of their time checking, chasing, covering… Read More »

Rules to Skills to Values – The Journey To Sales Team Empowerment

Rules based sales teams will achieve only so much because of the significant management overhead required in making sure they stick to the rules. Activity targets, deadline targets, email reminders, lists of can and can’t do things, are all evidence of rules based sales cultures. What they create is an environment where salespeople don’t focus… Read More »