Blog

What Motivational Managers Do

Line managers are key to employee motivation. People, as the saying goes, do not leave companies they leave managers. So what can you do to improve motivation in the team you manage? (more…)
Read more

Leadership and Engagement

The result of the EU referendum and the subsequent elaection has led to unrest in all political parties. Leaders in all areas of life – be it politics, sport or business are directly responsible for creating the culture in the team they lead and this culture directly affects engagement. (more…)
Read more

Preventing Conflict At Work

Un-managed conflicts in the workplace are expensive. A "trench warfare" situation can quickly develop as the working atmosphere disintegrates. Productivity is stifled and senior management may have to step in to control the situation. At the end of the day, the organisation's customers also suffer - either directly or indirectly - from the effects of…
Read more

Writing Better Sales Visit Reports

Sales people often find paperwork tedious, much preferring to be out selling to customers than writing up visit reports. But report writing is an essential part of the job and the reports you produce provide the management team with valuable business information. (more…)
Read more

Using Bonuses To Reward Superior Performance

Managers often ask whether they should be using a bonus scheme to reward the people in their team who are their good performers. Many organisations do have such schemes and they can work well. However, if you are considering introducing one, then there are five important points to consider. (more…)
Read more

Are Your Answers To Routine Objections Too Automatic?

One of the basic skills required by the professional sales person is the ability to effectively handle customer objections. If you have been in the selling profession for any length of time then it is highly likely that you hear the same, or very similar, objections from a number of your customers. How these routine…
Read more

Selling a Service by Asking Better Questions

To be successful in selling a service the sales person’s primary role is to present a solution to their customer’s current needs and then to close the sale by demonstrating to the customer how the service they offer solves these current requirements. An effective method of finding out a customer’s needs is by asking questions.…
Read more

Getting In Front Of Reluctant Customers

It is well-known that it is not easy to gain a sales appointment with prospects. But it is also becoming increasingly difficult to make appointments with your existing customers. This situation is a cause of great frustration for many sales people. (more…)
Read more

Five Effective Leadership Behaviours

Successful managers, who we define as those who make a positive contribution towards their organisations performance, share common leadership behaviours. These  characteristics are the same irrespective of the type or size of organisation the managers work for. (more…)
Read more

Learning from the Foxes

Today everyone in the office is talking about the incredible achievement of the Leicester City football team (or the “Foxes” as they are affectionately known by their fans). The reason? They have just won the Premier League title after Tottenham's 2-2 draw at Chelsea yesterday. Starting as complete “no-hopers” at the start of the season…
Read more