Archived Articles

The 21 Century Manager

A 4 part series which explores the aspects and challenges of leadership and management in the 21st century...

• Part 1: Complexity and Change

• Part 2: Motivating Teams and Individuals

• Part 3: The Working Environment

• Part 4: The Coaching Role

The 21st Century Salesperson

A 4 part series which explores the aspects and challenges of selling in the 21st century...

• Part 1 - Overview: key trends, challenges and skills required

• Part 2 - Focus on Account Management

• Part 3 - Which is the most important of all the classic selling skills?

• Part 4 - The importance of negotiation skills

Coaching

• Part 1: An introductory overview

• Part 2: What makes coaching distinctive?

• Part 3: Designing the Alliance

• Part 4: How can coaching add value to your organisation?

• Part 5: Coaching in action - 3 client case studies

Other coaching articles;

• Sales Manager as Coach

Negotiation

• 5 Tips on Contract Negotiation

• 5 Tips for Handling Contract Negotiation Meetings

• Negotiation - What to do when the other side will not play?

Supplier Management

• How important is effective supplier management to your business?

• How can training enable line managers to manage external suppliers more effectively?

Account Management

• The key drivers for Account Management

General

• Are dealing with reaction and ambiguity two of the most significant challenges?

• Lousy letters cost firms business

• What is custom designed training?

• The Skills of your Salespeople; your biggest differentiator?

• A Passion for Feedback

• Useful advice on Induction Training