Sales reps have it tough today - not only are their clients and prospects harder to sell, but even their companies have pulled back a lot of the incentives they used to reward and motivate their performance. It started back in December when many companies cancelled their holiday parties and annual bonuses.
Then it continued […]
Finding ways to increase awareness is the key to successful leadership development, executive coaching and team development. This is because it is awareness, not knowledge, that drives the majority of our decisions. Therefore, it is also awareness that determines the quality of the results that we will ultimately achieve.
The problem is that so many of […]
“Flogging a dead horse” is a common expression in the UK, referring to when someone is trying to convince someone else to do or feel something without any hope of succeeding. It is used when someone is trying to raise interest in an issue that no-one supports anymore - but we all know that beating […]
Motivation seems to be one of the toughest areas to get a handle on. Many managers tell me that some of their reps are already motivated and don’t need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right babysitting. […]
Have you ever realised that it has been your VERY BEST thinking that has got you to exactly where you are today? The more I think about this idea the more powerful it becomes. It makes it so clear that if we want to improve our results then we must improve our thinking. And this […]