Category Archives: Values

Vision Building – What It Is And Isn’t

From our work we’ve gleaned the following do and don’ts around Vision Building: Don’t have a Vision and a Mission. We’ve never seen an organisation successfully communicate both of these and show how they can function interdependently. Also when you ask people to quote one they often quote the other. A good vision will do… Read More »

Why Culture Change Is Not Understood – With A Short Guide To Greater Understanding

The recent past has forced many organisations to confront a painful truth. There was something amiss in their culture which meant either they didn’t see the problems coming as the clouds of recession gathered and/or their culture is inhibiting their ability to respond effectively to the new economic realities. Hence the need for culture change.… Read More »

Changing Your Organisation – Recession Or Not

Assuming you’ve already made the critical changes required for your organisation to survive, the next challenge is how should you change your organisation to thrive? Different approaches are being deployed; some organisations believing any further change is dangerously destabilising, others who believe that developmental rather than remedial change is always required if opportunities are to… Read More »

Why Everyone Can’t Be Talented And How Some Organisations Deal With The Opportunity

Given a standard distribution curve, the amount of really talented managers in business is going to be relatively small. The bulge of managers (as opposed to a manager’s bulge) will be around the middle, classified as average. If that point is then scaled up to the business level, and we assume that talent equals upper… 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 »

It’s A Trust Thing

Over the last few weeks it seems that news broadcasts have been dominated by breach of trust issues whether it’s the questionable ethics of politicians, the BBC’s phone-in policies or most recently the Tour de France doping problems. The pre-Tour favourite Vinokourov suffered a nasty crash, damaging his prospects, but was then found to have… 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 »

Sweet Dreams

Masterfoods, makers of childhood favourites Mars, Maltesers and Milky Way have announced a phased withdrawal of their mainstream advertising to under 12’s. They’ll still advertise, and they have a new ‘healthier’ range that they’ll target at children over 9, but no more adverts, competitions, games or adverts for pre-teens. Yes, that probably means that I’d… Read More »

Structured Training Open Courses Receive CPD Accreditations

All of our Courses are now CPD Accredited (Continuing Professional Development). The world in which all professionals practice is changing. Global competition has never been more intense, clients are more demanding and technology offers new ways of working. The knowledge base of the professionals and of the sectors in which they operate has also increased.… Read More »