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People, Business Strategy: Sales and Negotiation Training

Leadership Training Articles

To control or not to control your sales team, that is the question!

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Control?

I am often asked what level of control should exist over a sales team.

There are several theories that you should control everything, that you should control nothing, or that you should have balanced control.

In short, there are many theories.

The answer is not as simple as we think.

Control should always exist.

The degree of this control may vary according to several analysis vectors.

There is a maxim that we often present to our clients that can be summed up as follows:

“What gets measured happens”.

In controlling a sales team, there should be two main vectors that can help you set up a monitoring scheme.

The “Short-term versus Medium and Long-term” vector

The first is whether YOUR type of sale is short-term or medium to a … [ Read the rest » ] “To control or not to control your sales team, that is the question!”

Is your Leadership FIRE-proof?

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Today I decided to talk a little bit about leadership, perhaps because I was with management and key decision-makers working on this topic at one of our clients yesterday.

This client of ours (like many other companies) is going through perhaps the most significant change in their business. About three months ago they experienced a decrease in their sales of about 30%.

As you can imagine, the changes that will have to be made will rock the boat in a very powerful way.

They hired us to talk about leadership in times of change and how to support and motivate the structures to move all in the same direction.

I must confess that all this made me think.

Thinking about the situation of most companies in the world and the … [ Read the rest » ] “Is your Leadership FIRE-proof?”

What happens when everything in life has a barcode?

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What happens when everything in life has a barcode?

The other morning, while I was waiting to be interviewed on a local TV channel news about motivation and performance, my eyes fell on a plant in front of me.

The plant itself was nothing special. It was a bit shabby and dusty, but what caught my attention was the fact that the pot had a barcode on it.

I found myself commenting in a low voice, “Geez, even the plants obey the standard and are cataloged!”

All this made me think about the companies we have been working with and the companies that daily use us to motivate their teams, that we help their leaders to lead better, increase their sales, decrease their costs, or…

But they rarely tell us … [ Read the rest » ] “What happens when everything in life has a barcode?”