A Look Into The Current Workplace – Why Some Young People Still Don’t Get How To Increase/Reduce Their Credibility Through Appearance And Speech

Clothing and appearance choices have always been a contentious point between generations, here, a CEO who wishes to remain anonymous, but who was sporting a short back and sides, a smooth chin and a lounge suit explains: Dress The younger you are the more appearance will contribute to your credibility (or not). The older you… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

Starting Your Own Business?  A Way Back To Employment Or To Escape A Job You Don’t Like

After dreaming about winning the lottery the next most popular lifestyle dream is working for yourself.  Just last week the Government minister, David Willets, suggested graduates should think about starting up their own business last week as an alternative to struggling in the current job market. Often our work involves working for clients who started their… Read More »

Transitioning From Sales Manager To Sales Director – Why Many Find It So Hard

In coaching sales managers a reoccurring development need that comes from their boss is ‘they need to be more strategic’. Below we list the six major issues we’ve found helpful in repositioning sales managers: Many sales managers achieved the position because of their energy and industry. As managers they still run their teams by being… Read More »

Is Didactic Sales Development Relevant In The 21st Century?

Use Our 10-Point Checklist To Determine Your Sales Orientation In our fast-changing age of diversity, technology and talent management, can a sales organisation continue with traditional didactic sales development “this is how you do it” style of training and gain any competitive advantage? As sales people increasingly aspire to be seen as business professionals, does… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »

Too Little Focus On Barriers To Effective Change

In all change situations there is a (sometimes toxic) mix of both organisational and individual barriers. As most attention is focused on communicating the external reasons for the change (competitive pressures, cost problems, changes to the business model/operating factors etc) the organisational and individual dynamics of change are often ignored or down played. Yet effectively… Read More »

Techniques For Avoiding Redundancy

  There is no sure fire way to avoid redundancy, however there is real evidence of positive discrimination around the criteria used for selection that can improve your chances of staying off the list: How To Avoid Redundancy (Positively) Do the job you are paid to do brilliantly. Create as much additional value around your… Read More »

Be Careful What You Ask For

Most people want feedback.  The people who don’t want feedback often really need feedback. “How am I getting on?” “Am I good at my job?” “What do my colleagues think of me?” “Do my customers rate me?” “What does my boss think of me?” “Do my employees respect me?” “How can I improve?” They’re all… Read More »