What a person understands management to be is often shaped by their own lived experience. For some it’s the simple instruction passed on to them by superiors to get things done. Others benefit from
How to make your career a voyage of self-discovery In preparing for this blog, I reflected on the number of times in my career that I asked myself the question: “What should I do
The Peter Principle in Sales Management: Why Your Best Rep Might Be Your Worst Manager Laurence J. Peter spent most of his working life as an educator — first a schoolteacher in Vancouver, later
I found some old sales training documents that I had been given by a friend who had attended a sales training programme in Stockholm – she works in the food industry and gave me
I often wonder about those people who have gotten into such a perfect routine that life takes care of itself. Those people who are happy in the 9-5 groove, fish and chips on a
Just before the July holiday, I got a call from a business owner inquiring about sales training for her team. As part of the diagnostics call, I asked what prompted the need for sales
Someone once told me that staying away from media either keeps you badly informed or better informed. Sometimes it’s hard to know which. I had been off Instagram for a good – and I
“How’s the form?” “Not too bad, thanks.” “Any craic?” “Not much.” A generic question is designed for a generic answer. Small talk. Same in sales. “What keeps you up at night” or “what are
“One of the things that I love is focusing on the process over the prize. I would say to myself a lot: ‘Process over prize. Process over prize. Process over prize.’ Just to take
Motivation can sometimes be the big catch-all when it comes to underperformance within a sales team or for an individual. If motivation isn’t the issue then it might well be discipline, or lack off.