Over the weekend, a friend of mine, who has an executive sales role in a multinational, complained about the organization’s reluctance to execute the strategy. It was a big problem for him. It reminded me of a post from Jonathan Stark that I shared with him, where he says: “Ultimately, every problem is a peopleContinue reading “Handling “people problem” in strategy execution”
Category Archives: Learning
The perspective
I was fed up…! with people telling me how it is different in their countries and how it is impossible to do it. It started all well, indeed. I was thrilled to build a new commercial strategy and start deploying with sales teams in 18 countries. I was doing my best in:– Communicating clearly– Developing a salesContinue reading “The perspective”
The best way to help people achieve their goals : Shut up!
We spent our last weekend as a family at a ski resort. My six-year-old son, a beginner, used to ski only on green slopes. At the end of the weekend, we decided to take a long blue slope with some steep parts. My wife went ahead with my daughter, who is faster, and I madeContinue reading “The best way to help people achieve their goals : Shut up!”
The good old way of selling
“The world is changing fast, and so as customer needs. The old methods are obsolete. Therefore, we can no more sell as we used to do. That is why we developed a new way of selling…companies that used our method increased their sales by x%…” Does that look familiar? Yes, most of the companies offeringContinue reading “The good old way of selling”
Becoming a better buyer
It fascinates me how modern business organizations (and training) separate selling from buying. If you are, like me, fad up with salespeople trying to sell you stuff that you don’t necessarily need, I have something that can help you to be aware of those manipulators. When we buy, let’s say, a pair of shoes, weContinue reading “Becoming a better buyer”
Coaching in sales management (Part 2)
…How can you be a coach sales manager?
First, it is critical to understand your role, which is “maximizing the team’s ability to perform”.
Secondly, there are some prerequisites. You need to…
Cold Calling
In the last two weeks, I had two interesting cold call experiences as a customer:
The first one came to my LinkedIn message box.
I opened it, and there was a video presentation. On the screen, I saw a person talking while scrolling down on my LinkedIn profile…
Love what you do…but how?
Confucius made it clear more than two thousand years ago: “Choose a job you love, and you’ll never have to work a day in your life”. It turns out that it is not easy as we keep reminding ourselves of the same phrase for centuries. Moreover, when we think about “the job we love,” selling is not necessarily at the top of our list…
Path to commercial excellence
When discussing commercial excellence, we overthink instructions, training, analysis, and metrics. I already wrote about it…the key to commercial excellence is clarity. What exactly do you want to achieve? The answer can change from one year to another. Therefore, there is no one correct answer. You can look for growth at all costs during three years, and after, you might want to look for profit optimization.
Once you have clarity, all you need is to coach your team. And please…
Curiosity mindset
Socrates once said that wonder is the beginning of wisdom. Today, many articles and books are written about curiosity and developing a curiosity mindset. In selling, genuine curiosity is also valued as one of the critical competencies to have. Overall, everybody agrees that it is almost a life hack.
Then, why are we still talking about it since Socrates keep coming back to the same point where we fail to apply it in all fields of life? Why could we not make any progress in using our curiosity to improve?
Learning for Performance 