As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. […]
The Present is Understandably Occupying Most of Our Thoughts, But …
“My interest in the future is because I am going to spend the rest of my life there” Charles Kettering As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it. Thus, you need […]
“New Age Selling” Will Require “New Age Management”
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 […]
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