Blog

Personality Types at Work – Part 1

As a manager your aim is to understand each team members’ personality so that you can adapt your management style and keep them motivated and productive. To help you, here are the first four of the nine most common personality types you can expect to come across at work. (more…)
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Managing Different Personalities in Your Team

Every work place is made up of a range of people who are different in many ways. Each person has unique strengths, weaknesses and personality traits that make the work place an interesting place to be. From the manager’s perspective, learning to work effectively with people who are different to your self is often the…
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The Sales Persons Role In Debt Collection

Many sales people consider their job is done when they close a sale and take an order from their customer. But the sale is not really closed until your company has been paid for the goods or services you have sold! (more…)
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The First 100 Days

Being a new manager is probably one of the hardest transitions to make. In the USA, the first 100 days of a presidency has become the barometer of a commander in chief's governing power, or lack thereof. So to help newly promoted managers succeed in making a smooth transition, here are some things to bear…
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The Art of Delegation

The main benefit of effective delegation from the manager’s perspective is that it frees you up to focus on the more strategically important tasks. However, despite knowing this many managers find delegation difficult. Poor delegation is a warning sign of poor management capability. (more…)
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Does Coaching Really Work?

Providing one-to-one coaching sessions for key employees is increasingly being used by organisations. Coaching is typically provided to an organisation's middle and senior managers, as well as to its sales people. The aim of the coaching sessions is to maximise the effectiveness of these key people so that their future efforts improve business performance. But…
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Preventing Your Customer Making a Mistake

One of the basics of consultative selling is to ensure that you build a strong relationship with your customers. Despite doing this, your relationship can become strained when a problem arises because of something the customer has done that has subsequently caused them problems. The difficulty arises because the customer dislikes taking the full blame…
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Motivating people – Part 2

To be effective, managers must understand the motivational drivers of their individual team members. In a previous blog we looked at three of the nine motivational drivers: the searcher, the spirit and the creative. In this blog we will look at the final 6 motivational drivers. (more…)
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Motivating People – Part 1

  Effective managers know that a well-trained and highly-engaged workforce will perform better – in fact, 50% more according to research by the Hay Research Group. We can provide you with the training – but you need to engage your people, and a key part to this is knowing how to motivate them. (more…)
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The Sales Person’s Guide to Handling Bad News

Sales people, because they are regularly in front of customers, need to know how to handle situations in which their company's image has been adversely affected. How you conduct yourself with your customers in the face of negative announcements, either in the press or "bad news" announcements made by your company is important. You need…
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