Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a […]
Leadership is Important, but Let’s Not Forget the Followers!
Some researchers prefer to move the focus away from the leader altogether and to examine instead what makes others prepared to follow these individuals. In 1988, an important article published in the Harvard Business Review, entitled “In Praise of Followers” began to shift attention away from the machismo of leadership to the less glamorous side […]
Today, More Than Ever, Managing Is All About Motivating
Don’t be under any illusion that right now, you absolutely have to give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their future. They are emerging from a place defined by fear, uncertainty and insecurity. You must: Recognize that active motivation is […]
A Picture of Tomorrow’s Leaders – The Next Generation
Leadership was once about hard skills, such as planning, finance and business analysis. When command and control ruled the corporate world, the leaders were heroic rationalists who moved people around like pawns and fought like stags. When they spoke, the company employees jumped. Now, if the gurus and experts are right, leadership is increasingly concerned […]
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