[fusion_text] In our efforts to develop highly-skilled and successful sales professionals the discrepancy between what we believe we accomplished during training and the results reported by managers once the person is on the job, continues to be a challenge. What is learned and seemingly perfected during training is often not applied to challenging or difficult …
Filling the leadership pipeline and planning for succession rank high on every company’s priority list and internal candidates continue to be the main source of talent. The grooming of leaders throughout an organisation is absolutely critical for competitiveness, core competency and corporate distinctiveness. Driving the Strategy Companies need talented people with the right mindset, competencies …
Looking down the barrel of a major sales transformation makes most sales leaders nervous about pulling the trigger, with good reason. The odds are stacked against you. When John Kotter published his bookLeading Change in 1996, he revealed research showing that only 30% of change initiatives within organisations succeeded. After the book’s release, numerous studies …
The theorists concluded that, generally speaking, for a given behaviour to occur, at least one of these eight factors must be true: 1. The person has formed a strong positive intention (or made a commitment) to perform the behaviour. 2. There are no environmental constraints that make it impossible for the behaviour to occur. 3. …
To learn any new skill or gain expertise you need to practice, practice, practice. There isn’t much debate about that. But here’s what you might not know: research shows that the quality of your practice is just as important as the quantity. The journey to truly superior performance is neither for the faint of heart …
For all the money and effort that go into corporate change initiatives, they have a decidedly mixed success rate. Among the biggest obstacles to successful change are “change fatigue” (which occurs when workers are asked to follow through on too many changes at once) and a lack of the capabilities needed to make major changes …
Culture’s Role in Enabling Organisational Change Read More »
Why does Woods keep swinging? Why does Kobe keep jumping? Why does Federer keep hitting? They are all wealthier than a small country, yet they are fully engaged in the tough training and development regimes needed to be at the top of their game. So what motivates them? The thrill of winning and the recognition …
How Gamification and Simulations Can Drive Sales Force Engagement Read More »
Changing people’s attitudes and behaviours is the greatest challenge in implementing new software systems, and one that can be easily overlooked. Not following through on the human component of software implementation can result in increased costs and reduced productivity through sub-optimal performance, more errors and longer implementation times. The greatest cost however can be the …
Software Implementation Challenges and Solutions Read More »
I recently visited Israel with a Study Mission and spent time in Jerusalem and its environs during the worst of the random terror attacks that are plaguing this beautiful city. And I saw Israelis going about their daily activities with a sense of déjà vu. It occurred to me that this little, 67 year old …
RESILIENCE AT THE FRONT LINE: Lessons from Israel Read More »
Sales Performance Coaching is defined as the ongoing practice and process by which Sales Leaders empower and support the learning, growth and sales performance improvement of an individual sales person, by clearly defining their goals, mapping out a strategy for their accomplishment and then providing regular guidance, feedback, insight and direction to ensure successful execution. …
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