Personal Values Impact Success More Than Company Values
Many companies have conducted training programs and conference presentations on the importance of aligning decisions and behaviour with company values. As we launch into 2024, new research, supporting extensive historical research(1), shows when leaders and employees have clarity of their personal values, there is a stronger association and positive impact across a range of organizational […]
Don’t be too focused on what’s next
What has been your major lesson(s) for 2023? One of my key messages in most conference keynote presentations I deliver is the importance and power of personal reflection. We get so caught up in ‘what’s next?’ that we often forget to invest some time in reflecting on, and learning from ‘what’s been?’ This is my […]
Why Competent Salespeople Don’t Achieve Sales Targets
Let’s assume for the moment that your sales team consists of competent salespeople. Great … however, there is a huge difference between a salesperson who has competence and a salesperson who applies their competence. Price, Product and Service Parity Most salespeople are selling in a world of price, product and service parity … their competitors’ […]
Has the Process of Selling Changed Since 1981?
As a Sales Leader, how confident are you that your sales team, individually and collectively are applying an effective sales process in this disruptive world of change, competition and diminishing levels of trust? If you’ll allow me to go a bit ‘boffinish’, one of the most referenced sales process identified in an historic search of […]
Competition-Inducing Leadership
In my early sales career, I experienced what now has the fancy title of CIL – Competition Inducing Leadership. Basically, it’s where a sales leader creates an environment of competition among their employees. Good idea or bad idea? For those who know me, they would tell you that I’m quite a competitive character … especially […]
Success-Beliefs of Salespeople
Effective sales leaders don’t remind, badger and pressure salespeople about sales targets … and if you’re a sales leader who is doing just that … stop it! Once effective sales leaders have communicated the expected sales results to their salespeople, their focus is not on the number, it’s on coaching and nurturing the success-beliefs of […]
Leadership and Excellence Through Trust
You get that trust is important … right? So, when you see commentary or articles, or videos on trust-related topics, they’re for someone else and not you … right? Just in case you’re wrong, you might find my latest article published in the Leadership Excellence Edition of HR.com a good investment of 5 minutes of […]
Whose Success Are You Chasing – Yours or Others?
Whether you’re in sales, service or not, as we approach the end of 2023, I urge you to please take a moment to think about the impact of trust in your life, and the impact it has on your success, on striving to be the best you can be, and on helping you live a […]
How Happiness Impacts Sales Success
How would you rate your sense of happiness? Now, I don’t subscribe to the ‘thin’ definition of happiness as feeling happy most of the time … I subscribe to and apply the more robust definition of happiness to mean a sense of living a good life – a meaningful, flourishing, and prosperous life. You might […]
Work Personally With Me in 2024
Between November and December annually, I open the doors for leaders to apply for the next February intake of The Flourishing Life Coaching Program. From the first week in February annually, I then work exclusively with only 5 carefully selected leaders for the five months between February and June. No Risk Money Back Guarantee If […]