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Rewarding Change – A Conversation
All too often the failure to Reward change is the pivotal point where change efforts fail—which is what makes it so regrettable. A company has gone through the necessary steps and just at the point...
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Removing the Barriers to Sales Effectiveness
Some barriers to effectiveness are obvious - if the products are poor then no amount of sales skill can compensate sufficiently to build success. Many barriers are more subtle, and can sap the strength...
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Quality Sales Managers Matters
#1 High-performing sales manager’s impact reps engagement and financial performance. Reps reporting to great managers report high job satisfaction with four times more revenue than those working for...
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Who’s got the best mouse trap? or How do Consultants Differentiate?
This Blog is about Competitive Differentiation in Professional Services. It covers how individual professionals like lawyers, accountant, financial planners can increase their chances at becoming their...
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Getting the Best from your Sales Training: Methodological Agnosticism?
Sound weird, doesn’t it? Truth is . . . being tied to one training methodology simply isn’t productive. There's no “perfect training methodology” – whether it be focused on selling, managing or...
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Complexity, the New Normal 2: Leading to the Essence
In my last blog I introduced my new leadership series – Complexity the New Normal. My passion is implementing successful change that fulfills people and avoids the human cost of failed change. We need...
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Managing Change for Competitive Success – Questionnaire
Managing Change for Competitive Success – Questionnaire This interview structure is designed to help interviewees talk about their principles and core values about leading which guide their behavior at...
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Getting Competitive in Turbulant Times
Introduction The avalanche of data at ever increasing speeds creates greater corporate ADHD. The result is decision making suffers from “24×7 news cycle” thinking where now is better than later....
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Focusing Change to Win – Global Survey of 1072 leaders – Executive Summary
This report is a rare example of inductive research, which lacks the bias of many change management studies. This is because it works from the “bottom-up” looking for patterns first, then developing...
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Focusing Change to Win Series Highlights – Why is this book important?
Series Introduction This series highlights contributions from 1072 Business Leaders and Consultants from 80 countries in 19 Industry Sectors detailed in our new book Focusing Change to Win. Each blog...
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