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Complexity, the New Normal! 3: Listen to your guts – Are they really on the...
When the urgent drives out the important, many leaders ignore what their “guts” are telling them that their people aren’t on the same page. They’ve sensed it before and seen the results. Yet,...
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Complexity, the New Normal 4: Improving Sales Performance – Are you ready for...
This month I consider probably one of the most difficult areas is sales, especially complex sales. What makes sales complex? Classically, “Many to Many” Think of it like a bow tie. On the left side you...
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Presenting a Persuasive Case – How do you sell an idea?
INTRODUCTION A frequent and often crucial situation in management today is one in which one person is seeking to persuade another to accept proposals for change. This situation commonly occurs when a...
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Key Account Management Series: Getting Over Quote & Hope – Team Exercise
In one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not making your “Nut”? Effort devoted to...
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An Approach to Solving People Problems
INTRODUCTION People problems are very varied; they can also be complex. There is no all-embracing theory for understanding them and no magical formulas guaranteed to solve them. The problem-solver,...
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Developing Sales Coaching Expertise: Learning from the Masters
(Journal article by George M. De Marco, Byan A. Mccullick; JOPERD–The Journal of Physical Education, Recreation & Dance, Vol. 68, 1997) I like this article as it challenges some of the more...
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Offering Help and Advice to Mortgage Loan Customers
A key finding of our research (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers...
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Focusing Change to Win – Global Survey of 1072 leaders – Executive Summary
This report is a rare example of inductive research, which lacks the bias of many change management studies. This is because it works from the “bottom-up” looking for patterns first, then developing...
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How to Make Sales Self-Coaching More Effective
Self-coaching can be a like the blind leading the blind. At best, the rate of improvement is slow and inconsistent. At worst, the group perpetuates behavior that is not competitive. This is also true...
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Using Behavior Analysis to Impact Sales Revenues
How can sales trainers and managers use BA to boost sales? Observing and assessing what people to say and do in given sales situations is not new. It can have a powerful impact on sales effectiveness...
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