When I was at Microsoft, we had a very clever way to gain some further insight into the people development skills of managers. Attrition, defined as people leaving the company,…
Relationship Hygiene
The word hygiene means keeping things clean so that they remain healthy. You have to invest time in relationships if you want to maintain them, if you want to keep…
Improve Your Decision-Making Skills
We are faced with the need to make decisions every day. Should we bring product A or B to market? Which marketing strategy should we use? Of the choices that…
Create a Culture of Learning
Warren Buffett and his lifelong investing partner Charlie Munger have a secret: they have always been good at lifelong learning, believing that it gives people and organisations an advantage over…
Pumped Up For a Fight
Vital stats Thabo Molefe, 43 Designation: Sales and marketing director Company: LexisNexis Sales Team: A national sales team of 25 people, based in Johannesburg, Cape Town, Durban and Port Elizabeth.…
Blue Ocean Leadership on Poor Leadership
Most executives – not just those in America – recognise that one of their biggest challenges is closing the vast gulf between the potential and the realised talent and energy…
Beware of Hiring Your Competitor’s Sales People
Life would be grand if we could sprinkle a few seeds in the ground, fertilise, add water…and a great sales person would sprout. This is a pipedream, but one often…
How to Get Ahead by Giving
A decade of research for his best-selling book, Give and Take, has led Wharton professor of management, Adam Grant to conclude that the ‘five-minute favour’ is a powerfully simple practice that most people…
The Blue Ocean Leadership Grid
The Blue Ocean Leadership Grid is an analytic tool that challenges people to think about which acts and activities leaders should do less of because they hold people back, and…
A Creative Way to Make Prospecting Appointments
Here's a situation. You have created a list of 20 highly qualified prospects. You've researched them, and you know that these 20 people hold your prosperity in their hands. But…