THE CHANGING FACE OF CHANGE

Most change initiatives fail because quite simply people fail to change, someone somewhere has to change their behaviour The simple, often overlooked fact is that people don’t like change. Behavioural

WHY YOU SHOULD COLLABORATE WITHOUT OVER-COLLABORATING

“Is your organisation S1?” Situational leadership is a commonly understood management approach and refers to the point that no single leadership style is king, rather that the type of leadership

WHY CENTRALISE YOUR SALES TARGETING

Whilst it may seem logical to have a regional/market approach to target setting in order to take account of local nuance, there is greater value in rolling the local knowledge

WHEN EXPECTATIONS ARE NOT BEING SET

The language around sales performance is usually about whether the numbers are achieved or not, in a very binary way. To some degree this simplicity is required since the whole

IT’S THAT TIME OF YEAR

With most financial years re-setting on 1 January it is essential that you think about sales target setting prior to the end of this year. For anyone that has not

REMOTE CONTROL

Managing a team remotely is not a new concept but given the way this year has evolved we have to give it a little more attention than before. There are

SHORT SURVEY RESULTS

What would help sales leaders most in terms of Sales Optimisation Thank you to all that participated in the recent short survey, the results are in. The survey asked which

IS THERE VALUE IN YOUR VALUE PROPOSITION?

If you ask 50 people in the same company what they view as the value proposition – they will give you 50 different answers … or worse, no answer at