Balancing Top Down and Bottom Up Approaches to Successful Change
What are the problems associated with top-down or bottom-up approaches to changing an organization?
“Performance is Personal before it is Organizational”. None of us work in a vacuum. Improved workplace performance requires productive relationships with peers, bosses, subordinates, customers, clients, vendors, suppliers, and the community.
New Strategic Partnership Announced
The Hillgrange Consultancy are delighted to announce the creation of a new strategic partnership with US-based consultancy The Crispian Advantage. Together, the two organisations will be offering a holistic approach to the resolution of organisational performance problems.
Managing Change in a Time of Crisis
Unprecedented. Historic. A defining moment. Do you have that sinking feeling ‘that ship has sailed’ when you consider planning and managing change today? For most of us, radical change in our lives and businesses happened so quickly, we didn’t have time to plan. We know it will never be the same; this new normal could last a while with all its uncertainty. Even so, you CAN plan for change. Right now may even be the absolute best time. Where are you?
“You better start swimmin’ or you’ll sink like a stone…” A story of Change Management
In normal times somewhere between 45%-70% of change fails to some degree in North America. Now you have Covid-19. So, what are you going to do to succeed? Apart from understandable anxiety, How misaligned with your people? Many make this worse by being driven to plan...
16 Negotiation Tactics Buyers Use (and How to Respond)
By Mike Schultz, President, Rain Group Buyers and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you -...
The One Thing Missing From Your To-Do List
by Mike Shultz, President, RAIN Group If you have 40 items on your list marked as priorities, you might as well have none. In our latest Extreme Productivity Benchmark Report, we found that "The Extremely Productive" are 5.3 times more likely to prune their priority...
Selling Financial Advisory Services: Generate Conversations and Lasting Relationships with Clients
By Mike Schultz, President RAIN Group This article will focus on: Leading valuable sales conversations 9 Tips for Success in Selling Financial Services, including: Generating conversations with potential clients Growing existing clients The Key to Selling Financial...
The Account Mission – What It Is & Why Is It Important? By Doerr & Shultz
An account plan is essentially a change management plan. Strategic account management is, after all, about creating a vision and inspiring buyers with that vision of what's possible and the difference you can make for them, if they were to align more closely and...
Moving Sales Leaders from Safe to Brave
Most sales leaders at some time get stuck trying to fix things with more of the same, rather than doing different things.
Typical reasons:
Fear of “sticking their heads above the parapet”(again)
Not trusting their bosses, peers or their people
Not trusting the new and different (aka “not invented here”)
Believing that previous success is an indicator of future glory!
Here’s a test to see how far you can Move from Safe to Brave to create greater competitive distinction
Getting Salespeople On-Board and Up to Quota
A whopping 45.4% of salespeople miss their quota according to the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6% of sales professionals produce enough revenue to meet quota. This deficiency raises an important question: What is the...
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