Category Archives: Management Articles

What Managers Must Do To Stay Ahead

Today’s senior managers face a totally new set of challenges related to the fast pace of environmental change. These challenges affect every company, in every industry, and are forcing senior management teams to fundamentally re-examine how they operate.  To stay ahead in this new world, senior managers need to focus on two key aspects. (more…)
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Tired of Change

For continued success a business must be agile so that it remains competitive and customer focused. Constant change is, therefore, the new norm. A key role of senior management is to support their employees through the process of change. Whilst change may be seen as essential for the survival and growth of a business, data…
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6 Questions to Ask at a Recruitment Interview

Interviewing people and uncovering the information you need to make an informed recruitment decision is not easy. An effective selection interview helps you to objectively assess each candidate’s competency, skills and motivations and so make better hiring decisions. (more…)
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Recruiting Sales People

Sales teams naturally have a higher turnover of staff than other types of teams. Recruiting sales people therefore is a regular part of the sales manager’s job. As with many of the tasks that the sales manager has to perform to do their job effectively, developing a recruitment plan requires considered thought and careful planning.…
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Assessing Sales Conferences

[caption id="attachment_6093" align="alignleft" width="300"] Speaker at sales conference[/caption] With sales training budgets under constant review, some companies are looking at using large conference style events as a cheaper way to provide their sales team with internal training. As with any training investment the question that must be asked after the conference is “Was it worth…
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The 5 Steps of Training Sales People On The Job

On the job training of sales people is usually done by the sales manager as it is he or she who accompanies his/her people on client visits. During such on-the-job training sessions there is a temptation to try to cover every skill improvement needed in just one visit. Don’t. (more…)
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On the Job Training Tips: Asking Questions

One of the responsibilities those in a supervisory position have is to pass their knowledge and experience on to their team members in order to develop them. Many supervisors are not very good at doing this. They fall into the trap of telling people how to do something. But as any good developer of people…
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Making Better Decisions

A good decision is one that solves the problem and to do this we need, as managers, to be open to ideas and suggestions from our team. However, the way in which we phrase our own suggestions can negatively influence our reaction to ideas and suggestions from others . (more…)
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