Ownership is mind-set determined – see how many of the following you recognise: Yes I agree with you , you’re right I do need to change – soon These numbers are not good enough, they will improve – soon I’m going to sign up for an MBA, its time for me to improve my business… Read More »
We spend a lot of time working with managers who often ask the question ‘How can I improve my motivation skills?’ Nobody ever says ‘I am a poor motivator’. Managers will admit to many things – bad time management, poor delegation, perfectionism, impatience etc, but never admit to a complete lack of motivational ability. However,… Read More »
We’ve all been in meetings when people use a whole buffet of acronyms that all seem to run into each other and make no sense. The smart thing to do is ask if you don’t know what one of them means, but to give you a running start at your next learning and development or… Read More »
1. Strategy definition: Creating distinctive, sustainable competitive advantage. Not difficult to articulate but for many organisations difficult to do well. 2. Distinctive means being discriminatory, rejecting options, not doing everything, focus, focus, focus . 3. All things being equal culture defeats strategy because strategy is about change. 4. Revolutionary goals are achieved through evolutionary steps,… Read More »
Many languages have some great words that just don’t translate well. Those words seem to say something about differing priorities in the cultures that use them. What does your everyday vocabulary say about what preoccupies you?
A Sales Director asked Father Christmas for the ability to really understand sales people. Having Santa as a strategic partner has allowed us a sneak preview of the Sales Director’s present. All salespeople believe that when they succeed its all down to them, and when they fail it’s down to factors beyond their control. The… Read More »
When you feel a little stuck in a meeting or interview, it’s great to have some go to questions that get the other person talking and give you the kind of answers you need to gain some insight and think clearly. Here’s eleven of the best that you can apply to all sorts of meetings… Read More »
Here’s an easy 13 point checklist to help with your next coaching session: Try not to be directive Avoid asking, “How do you feel it went?” Instead ask, “What do you feel went well?” Use open questions to encourage the individual to think through their actions and draw out their own solutions Listen to understand… Read More »
Dr Brené Brown speaks powerfully about blame. If you find yourself looking for someone to blame for the weather, your lunch being a bit boring, or a client being unhappy, then Brené understands your pain. The RSA brings her thoughts alive with a little animation. It’s well worth a watch. Avoiding blame, looking for solutions;… Read More »
Through our ongoing project work we thought it timely to share what we are finding to be four areas of focus that seem to make a material difference to organisational sales performance. 1. The need for their (B2B) salespeople to reposition themselves further up the value chain away from what some CEOs call ‘commodity hell’.… Read More »
You’ve probably seen a TED talk before. If you have you may have been inspired. This TED style talk may inspire you too, quite what you’ll be inspired to do we don’t know, but all the elements are there to engage and motivate you, all it’s missing is the point. It is a masterclass in giving a,… Read More »
When you want to review what’s happened – at a meeting, on a project, or in a conflict situation- speedy three step plan helps you to stay objective and focus on improvements. Give it a try. Agree FACTS Standards – What should happen? Performance – What did happen? Difference – Any unacceptable gaps? Agree CAUSES… Read More »
Performance Management executed professionally can transform an organisations’ ability to drive sales growth: The Benefits It stimulates a success orientated culture that constantly reinforces itself = high standards and desire for ‘stretch’ performance It aligns the individual’s performance to organisational goals = greater energy around goals and targets It supports the building of individuals’ strengths… Read More »
You may need to listen a couple of times to see past the delivery to the brilliantly written content.