Leadership insights from turnaround pro, president and chief executive of Ford Motor Company, Alan R. Mulally. Tell me about the first time you started managing somebody. I was an engineer at…
Sales Compensation Using the Equilateral Triangle Method
There are few more critical decisions that business leaders make than how they compensate their sales organisation. Unfortunately, many look at this issue from a single vantage point. How much do we want our sellers to earn…
Getting the Most Out of Group-Think
If you’re looking to come up with a creative solution to a business problem, chances are you get your team together for a brainstorming session. After all, isn’t intellectual capital one of a business’s…
Golden Handcuffs
As a great believer in performance- based compensation structures that focus on the roles, responsibilities and individual goals of each team member, as well as the overall goals of the team, I’m also a firm supporter…
How Alive is the Core of Your Culture?
Change is happening way too fast to predict and plan for an uncertain and unknown future. Building a quickly responsive and highly adaptive team and organisational culture is more critical than ever. The core of a built…
This Way Out: The Exit Interview
Exit interviews can be extremely helpful in improving and gaining a better understanding of your organisation because they are likely to generate candid feedback. You may find that some items were resolvable with prior information but…
Rules for Time Management
Do you have trouble getting started with prospecting first thing in the morning? Are there always five or six distractions that take your attention away from the most important task…
Managing Passive-Aggressive People
"How many passive-aggressive people does it take to change a light bulb? Oops. I can't believe I broke the last one. I guess you'll have to sit in the dark."…
The Dirty Secret of Effective Sales Coaching
Most sales and service organisations have invested more time and effort in the past five years in improving managers' coaching of reps than they did in the previous 50. This…
One Bad Slacker Can Ruin The Bunch
Weakest Link A study conducted at the University of New South Wales Australian School of Business, has shown how just one unconscientious worker can drag the performance of the entire…