Are you ever worried about how your salespeople spend their time when they are not in the office?
In this age of mobility, how do we know if they are out working or lying on the beach? It is a perennial challenge for sales leaders to ensure that their salesforce is fully engaged and out...
Employees are the heart and soul of a business. They are the people that make the profits, but in order to fulfil the profit promise, meet the future needs of the organisation, and reach their full potential, business owners must train them. After all, the employer may spend a fortune on hiring...
Over the past umpteen years, the virtues of the ‘team’ have been almost endlessly extolled. The impression in some organisations is that ‘team’ is the only way to work, and if you are not a team member you are some sort of nutter or pariah. Over the past few years I have become sensitized to the...
The title of training units is changing. Training & Development is now more commonly known as Learning & Development; as a result many people think that training itself is changing. Well, they might be right. T&D is going through a ‘learning about learning’ phase. That is, trainers...
There’s no doubting the ROI generated by L&D initiatives, but only a few organisations have taken its true value to heart.Few people would disagree with Dutch business theorist Dr Arie de Geus, who once proclaimed: “learning is a critical organisational competency.” But how...
What makes certain people so good at selling? What differentiates a high flier from a ne’er do well? While factors such as the company culture or the product/service being sold can certainly influence a person’s success, we’ve found that there are three particular habits exhibited by successful...
If you are like most people, public speaking or presenting can be a major fear. Yet these skills are often called upon. Giving speeches at a wedding, at a funeral, to staff or even team members is a common enough occurrence that it’s highly likely you will come across such a situation at some...
We all need to persuade other people sometimes. Some of us may be fortunate (or unfortunate!) enough to be in a position of authority in our jobs, to know that the organisation’s chain of command dictates that when we say, “Jump,” those who report to us should ask exactly how high we had in mind...
Most of us, unless we work in the medical profession, are lucky enough never to be in a position in which we have to deliver seriously bad news. A lot of us will, however, have to deliver some kind of difficult or unpleasant message at some point in our working lives. We might have to tell...
Don’t think you’re too old to start. Even a very gentle regime (such as walking for 30 minutes a few times a week for a course of six months) worked really well for a group of over-60s, who began to show similar brain connectivity to people decades younger, along with improved recall.If you are...
The issue of equal pay has once again washed through the news. There has been much in favour of the concept, but sitting beneith the words used is an avoidance of some issues. One of the issues is the use of the word feminism. It seems to us there is a lack of understanding of the the two main...
Are you a motivating leader or just managing people to produce outputs? Have you watched Prime Minister’s Question Time where we see political leaders trying to tear one another apart? Do you follow that very negative model, or is your aim to motivate people to enjoy what they do? Do you...
Perhaps you are some rungs up the slippery pole or perhaps your aim is to make the first steps to being a manager. Do you want to be a manager? We don’t suppose there is a single answer to such a question. If, like us, you have worked in a number of organisations you will have noticed some...
Elliott Jaques postulated that just as humans differ in intelligence, we differ in our ability to handle time-dependent complexity. Wow, I wonder what that means. Some people are good at day-to-day activities and some think farther out. This applies to both our business lives and our personal...
At work, are you noticed first or perhaps it is the other people around you? Do you feel compelled to take centre-stage or are you more comfortable back-stage?
If it's the former, then you are usually eager for contact — warm and happy human relations. If it's the latter, then solitude...
Way back in the black cap days when the penalty for murder was hanging, we nationalised many strategic industries. I don’t think these two things were related. The reason for the nationalisation was obvious - it was called The Second World War. The decision for nationalisation was, therefore,...
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