We need to design businesses for profit, not just selling products or services. Profitability is derived from the customer portfolio. Through our customer engagement efforts we can build profitable customer portfolios, and businesses, relevant for the experience economy. I call this, Profit by Design. So many businesses put a huge amount of effort into […]
READ MORECompetition needs to be external, not internal.
For the sales and service leaders to maintain motivation and productivity, there is one key principle: competition needs to be external to the team. Competition and rivalry only belong in the marketplace, not within the sales or service team or teams. Competition of commonplace Sure, it is common practice for managers of sales and […]
READ MORECoaching for Performance.
“Performance management” brings very unpleasant experiences and consequences for managers, team leaders and team members. Coaching for performance is the new model. The current practice of the annual or six-monthly review is coming to an end. Replacing it with coaching for performance will bring genuine human relationships based on trust back to the workplace. […]
READ MOREBreak down the silos…
“Break down the silos” . This is a term we all have heard, and many of us have said it. Why is it that we hear it so often..? Most change efforts see silos as one of the biggest challenges..? Why is it that we all know we need to collaborate more, but those darned silos. […]
READ MOREWhat’s your purpose..?
Leadership and purpose are critical to maintaining motivation. We all want to do meaningful work. To feel that the work we do makes a difference to someone. In organisational contexts, the leadership role is important to setting and maintaining this focus on meaningful work. Individual purpose is just as important. Background to this story […]
READ MOREEmbedding Change and Cellular Renewal
Change management methods and practice often focus on the preparation and changing phases. This is often seen as the exciting parts. The planning and doing of the change effort. However, no change effort is complete until it is embedded into everyday work practice and habit. Embedding change often takes three months. There is an uncanny […]
READ MOREThe Problem With Sales Today
Let’s address the problem with sales today. I alluded to these “eight great misleading sales traditions” in an earlier article on Profit by Design, because these traditions cause problems and mislead us in getting to the outcomes we are striving for. There is a problem with sales, particularly how leaders are applying old […]
READ MOREPersonal Selling and Leading Sales Teams – August 2017
The principles behind personal selling and leading sales teams today has changed dramatically is recent years. Most of the “sales wisdom” used today is derived from the last century. Customer have completely changed. Our practice of personal selling and how we lead sales teams need a serious upgrade. The Griffith University Business School teamed up […]
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