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People, Business Strategy: Sales and Negotiation Training

Leadership

The Courage to Lead: Overcoming Challenges and Inspiring Others

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Why Leadership is Like Herding Cats

Have you ever tried to herd cats? If you have, you know it’s not an easy task. Cats have a mind and will do what they please, no matter how much you try to control them. The same goes for people. No matter how much you set out to manage them, they’ll always have their own personalities, motivations, and work styles. That’s why leadership is often compared to herding cats.

As a leader, it’s your job to bring all these different personalities together and get them working towards a common goal. But just like with cats, you can’t control every move your team members make. You have to trust them to make decisions and take ownership of their work.

So, how do you become … [ Read the rest ?? ] “The Courage to Lead: Overcoming Challenges and Inspiring Others”

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?”