25 Facts About Sales People

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 »

Eleven Smart Questions To Ask

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 »

A Quick Coaching Checklist

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 »

Who’s Fault Is It?

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 »

The Ultimate TED Talk

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 »

Three Point Review Checklist

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 »

The Benefits Of An Effective Performance Management System

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 »

Competencies – The Building Blocks of Sales Success

If the talent of your sales organisation follows the usual distribution curve you will have a few star performers, a few poor performers and the majority there or there about occupying the middle ground.   What if you could shift the curve towards the top performers? Think what a difference it would make if a sizable… Read More »

Brexit For Managers

The UK has voted to leave the EU, there’s not much you can do to change that today.  Managers are often surprised by the amount of trust and respect that their employees have for them.  Many will find themselves being pulled aside by employees over the coming days to be asked what “Brexit” will mean for… Read More »

Making the Most of a Potential Advertising Disaster

The nice people at Licor Beirao spent good money on an advertising board at Wembley stadium, making the most of their home country Portugal playing England in a warm up for the Euro2016 tournament. They got rather more exposure than they bargained for when Portugal’s Bruno Alves lost his head, almost taking England striker Harry Kane’s with him. Their… Read More »

Six Tips For Better Interviews

If you want to get the best from your applicants, you can help yourself by building up trust and encouraging openness. Here’s six tips for better interviews: Arrange the room layout Sit at adjacent sides to a table; avoid direct across-the-desk positions, alternatively dispense with a table altogether. Maintain intermittent eye contact Look positive and… Read More »

Managing Young Talent, a Footballing Tale

At a recent HR event we got talking with Sir Cary Cooper about work, about millennials, and about football.  He’s a passionate Manchester City fan, and had just seen his team progress in the Champions League, but he was also keen to talk to us about Leicester City’s remarkable season (which has kept on being remarkable). The comparison in question was… Read More »