Meeting Today's Leadership Challenges in a Complex World
Today leading in a complex world is one of the hot topics being discussed across organization and conferences. Every one faces complexity both in a small or large-scale industry. This complexity is driven by uncertainty and accelerating change…
Why do people resist change? Leadership Survey Findings
Since change management came into fashion, a litany of failure has left its mark and our respondent’s echo what many have gone through in the last 8 years. It seems through their eyes, resistance has to be viewed as a “brown field” site. Gone is the naiveté of “a job for life” and an enduring contract between leaders and other stakeholders…
Key Account Management Series: How do you really improve sales mastery to win more deals?
Over the last 25 years, sales executives have become jaded about sales training’s contribution to the bottom line. For many, memories of being pulled from the field for some grizzly sales training remain. Today there are hundreds such programs . . . from being customer value centered, to chasing foxes (tiring at best), to filling shark charts and don’t forget your green sheets…
Avoiding the Pitffalls of Strategic Planning
Introduction Getting people focused and committed on implementing a strategy has never been more difficult as von Moltke said: Strategic plans do not survive first contact with the enemy, and hence must be always open to revision. In today's competitive environment...
Getting Competitive in Turbulent Times
Introduction The avalanche of data at ever increasing speeds creates greater corporate ADHD. The result is decision making suffers from “24x7 news cycle” thinking where now is better than later. Competitively, it means increased market stress and rapid cycles of...
What's changed in Key Account Management in 15 yrs?
Back in 1995 I worked with my client Peter Barlow then VP Global Account Management and Major Projects for APV (Food Process Engineering Company) on developing a Major Account Management System. Now over 15 years on I ask…
Key Account Management Series: Why are Sales Compensation Hydraulics Still Leaking?
I developed this as a discussion paper for a client’s European Sales Management Effectiveness Project. The interesting perspective is how the issues raised in the early 90’s are still validated by Deliotte’s 2010 survey of 250 Sales VPs. It begs the question…
Offering Help and Advice to Mortgage Loan Customers
A key finding of our research (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers recognized only half of these people had such concerns. Also, Mortgage Loan Officers thought that half the people who didn’t have concerns did.
So, one key factor on offering help and advice is correctly identifying people
who have concerns they need help with.
Developing Sales Coaching Expertise: Learning from the Masters
I like this article as it challenges some of the more superficial approaches to training sales managers to coach. It is a challenge that so many duck and as I wrote in…
Problem Defining & The Consulting/Intervention Process
Calif Manage Rev. 1979 Spring;21(3):26-33.Kilmann R, Mitroff I. Intervention theory1 and the consulting process2 have developed to provide more effective methods by which organizational change is conducted. These methods have emerged in order to operationalize a...
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