Performance
May 14, 2019
There’s a trend today to bypass the process of defining values when creating organizational strategy. After all, the cynics ask, why spend time defining what are too often merely trite words? However, operating with no stated values is like playing...
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May 7, 2019
What comes to mind when you picture a salesperson? Is it the unflattering image of the used car salesman depicted in popular culture? If it is, you are not alone. This stereotype persists…even among sales professionals. It is, of course, an image w...
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April 16, 2019
Do you have a hard time managing priorities?
If your answer is “yes” you’re not alone.
“How do I prioritize all of the things I need to do?” is a common question we hear from those who are seeking to improve their productivity, and ul...
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April 9, 2019
How do you prioritize anything when everything seems essential? This is an aged-old question and it has been the dilemma for many sales people regardless of geography, time and product. If you are feeling this way, you’re not alone.
Spring b...
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April 2, 2019
Most of us have sat in the garden on a sunny day and watched bees flit from one flower to the next. The pattern, which may appear to be random, is actually very focused. Bees determine which flower to visit based on the colour of the petals, fragranc...
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March 25, 2019
Successful succession planning requires that those most affected by the transition be on board. So what does it take to get buy-in on your succession plan?
Time
If you spring a transition on those affected at the last minute, you don’t give...
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March 18, 2019
Synergy is defined as the whole being greater than the sum of the parts. It is clear that the extent to which employees buy in to your strategy is a big factor in determining how close you will get to achieving productive synergy.
What happens whe...
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March 6, 2019
I struggled my first few months as a rookie sales person. The company was a leader in its market space and yet, as hard as I tried, I continued to fail. There were plenty of prospects and I made the recommended number of presentations each week, but ...
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March 1, 2019
Peter Drucker, the famed business consultant, coined the phrase “knowledge worker”[1] in 1959. He contended that highly educated workers would not be content or motivated simply by following orders or instructions. Drucker’s teaching still reso...
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February 15, 2019
Unless we have a monopoly, an important component in developing our strategy is understanding the competition. After all, how they go to market affects our place in the market.
One approach is to concentrate on their strategy. What can we glean ab...
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