Category Archives: Management Articles

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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Can I Have a Holiday?

Under the 1998 Working Time Regulations every UK worker is currently entitled a period of paid annual leave. If you are a manager then it is your responsibility to ensure that this can happen without the work output of the rest of your team or department suffering. Without holidays your people can become stale and…
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Managing Pay Rise Requests

Managers may be unaware of their employee's thoughts toward their pay until they receive a knock on their office door and the request that “I want to talk to you about a pay rise”. This situation needs to be carefully managed, so consider these five tips which will help you handle a pay rise request…
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The Seven Stages of Delegation

Delegation skills are needed by all managers who want to be successful. Delegation, unlike work allocation, involves the transfer of responsibility for doing a task or project the manager would normally perform to one of their employees. However, many managers struggle with delegation, particularly with the transfer of responsibility. (more…)
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Mentoring Your Future Leaders

Many organisations are using mentoring to help develop talented managers into future leaders. If you are considering introducing a mentoring programme then there are a number of factors to consider to ensure that it successful delivers the changes required. (more…)
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Why Managers Run Out of Time

Managers are charged with achieving results through the efforts of the team of people they directly supervise. Yet many managers complain that they never have time to do what they need to do, even though their staff are typically running out of work Why does this happen? (more…)
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Valuing Sales Support

Providing good after-sales support to your customers is expensive! Any services you provide should, therefore, contribute to both increasing your customer’s satisfaction and giving your company a real competitive advantage. (more…)
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