Does your sales team really understand our products and services at every level of detail? Does your sales team really understand our customers and their markets and the real issues they are facing? Does your sales team operate a world class sales process that is...
Atul Gawande wrote a beautifully crafted book, The Checklist Manifesto. As we strive for success in all of our projects let me encourage you to consider his thesis: There are two types of checklists -A DO-CONFIRM checklist – team members perform their jobs from...
Standard & Poor companies posted a 6.6% rise in 4th quarter earnings in 2011 but if you excluded one company, Apple, the growth figure shrinks to 2.8%. The reality of the S&P 500 earnings growth is far less impressive. What could you see better by stripping...
It is fascinating to me how many skills of management get better with practice. I thought this week it would be useful to trap some of the techniques I have learned, invented, and observed over 25 years in business that work. It’s certainly not definitive but I hope...