Why Price Doesn’t Matter
How important is the price for the customer? A young salesman was selling gift-wrapping paper to stores so that they could gift-wrap presents for their customers. He was visiting one of his regular customers who was looking at which design to choose for Christmas. This was a high-end kitchen equipment store. The salesman had many […]
Do you want to be in a high performing team?
Who wants to be in a better team? Why ask such a question? Most people I speak with on the subject can see areas for improvement in the way their teams work. It could be a manager seeking to improve team performance against KPI’s, or team members wanting to work more cohesively. Perhaps it relates to the interaction between teams and the desire to work more co-operatively, with greater collaboration. Given how much time we spend working, it may be the human need to get on better with others, to have […]
How do you feel about being asked-Do you want to be a people manager?
People Management: how to be a manager? Being a manager has everything to do with people management. It is a journey where you learn and discover your fullest potential and the potential of others. There is not one correct way to manage a team, but my experience has taught me some important lessons which I will share […]
What can competitive shooting teach us about authentic leadership?
The Magic of the Pygmalion Effect The Pygmalion effect is a psychological phenomenon. It suggests that communicating our sincere belief in others’ ability to perform a specific task shall inspire them to rise to the challenge and motivates them to perform with excellence against all odds. Does that kind of magical influencing power truly exist? Can […]
One thing we all have in common yet where we are all different
I have had many interesting conversations with talented people in business and in organisations; managers, salespeople, HR staff, service technicians, production staff… all categories of staff, and all have at least one thing in common. We talk about how things are going in the industry, what the prospects are for the future, what they feel […]
How to use a complaint as an opportunity
Think of the worst complaint you had to handle. Think of your worst customer that raises the hairs on the back of your neck when you think of them. But first, let’s define a complaint. What is a complaint? A complaint is a person’s justified expression of a negative experience or feeling during any part […]
Are you giving your co-workers the recognition they deserve?
Do you feel over appreciated? Do your co-workers feel over appreciated? No one ever left a job where they felt over appreciated. In fact, according to research conducted by Office Team in 2017, 66% of employees say they would likely leave their job if they didn’t feel appreciated. There is no doubt that we are […]
Have you always done things that way?
“The most dangerous phrase in the language is we’ve always done it this way.” (Rear Admiral Grace Hooper) Indeed and this is still very true in many businesses, even those with shiny strategies, perfectly written mission and vision statements, as well as those employing the best talents. While everybody understands it’s not so much about […]
Help me! I can’t see the future!
Why it is essential to think about the future now! “Races are won during the winter…”. That’s what my rowing coach Jürgen Düse († 2019) repeated continuously. Why would he? And what does that have to do with seeing the future? Back in the late ’80s, I was in a rowing team in Germany. Rowing at […]
Why 90% of Salespeople Give-up on me Before I Say Hello
Salespeople are everywhere! If you’re unemployed today, you can get a job tomorrow as a salesperson, guaranteed. Your success, however, is not. Why is that? A quick look at the most popular job search engine will show that there are approximately 133,000 available jobs for “Sales” people in the USA today. Everyone is selling. And […]
