Category: team

team development, how to enhance development of the people that work around you, and how to enhance their acumen.

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5 tips to Predictable Success.

In my business career I’ve dealt with five business recessions (1987, 1997, 2000, 2004, 2007-9) and a similar number of booms but what i’ve learnt is business is they were never predictable.

Next year… Up? Down? Growing? Stagnating? … who knows, so how can you generate predictable success?

How then, as a business leader can you set attainable, realistic goals in an up/down, who-knows-what’s-next market–without demoralising your team by setting them up for failure through unreachable targets?… Read more

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Do you really understand your Sales Team’s Strategy?

For Board members or for non-commercial executives thinking about the commercial area of their business branding, marketing and advertising occupies most focus and sales is left pretty much to fend for itself.

This mindset is to be regretted, as sales must offer the business many opportunities to add value in building and retaining a strong customer network. I have seen too many great brands with fantastic advertising flounder because no one could buy their product, or retailers or wholesalers were constantly out of stock or pricing did not reflect brand values.  … Read more

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4 Tips how to Select Great Sales Training

My first real job was as a salesman, as a pharmaceutical rep., and the training I received from Glaxo has set me on my way to a solid career.

The training was focused, tailored, and enabled us to understand why we needed to do job as a Sales Specialist in certain ways. It provided me with a simple structure for my sales calls as well as provide some default language when i was stuck.  … Read more

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4 ways to structure difficult conversations

My approach has been quite simple- tackle problems head on- simple, but it may not be right.

Obviously in the behavioural style I’m in “high D mode”, and while this has worked, sort of, for me, it may not necessarily the best approach for you… or those who you have to have a difficult conversation with.  The most difficult business conversations are easily those related to people, their behaviour, motivations and impact on or reactions to others.… Read more

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How to deal with a Dominant boss

I remember when I first came to Asia, how do I deal with a Boss from a culture different to mine. I struggled for a while until i first came into contact with DISC. I quickly saw it was a way to cut through my cultural bias and enable me to understand the behaviours of both my new colleagues and bosses.… Read more