Tag Archives: Photo

A World of Words

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? Related Posts Notice Board Translations The Are All Sorts Of Courage In The World Are You Recruiting New People? A… Read More »

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 »

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 »

Four Things That Distinguish High Performing, High Growth Organisations From The Rest

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 »

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 »

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 »

The Coaching Relationship

The relationship between the coach and the coachee is extremely important and can affect learning in a constructive or destructive way.  There needs to be rapport, trust and agreement as the foundation to the relationship. As you identify the individual learning needs, it is also an important time to get to know them.  Notice how quickly they… Read More »