Recently, I have been working on various projects (investments, new businesses, coaching, training…) and I was not happy with the progress I was making on those different projects. I thought I was lacking discipline. I brought it up during my last coaching session with my coach and I realized that I was not lacking discipline.Continue reading “Critical Variables of My Life”
Category Archives: Performance
Compound effect in selling
With the state of art tools in sales (CPQ, CRM…), we tend to over-complexify the performance analysis. Large corporations with the means to use and implement those tools do most of those analyses to « please » some executive directors, who « sell » those indicators in the board meetings. A significant difference exists betweenContinue reading “Compound effect in selling”
A great skill of leadership in sales: Paying attention
While discussing difficult situations with a sales manager, he mentioned a salesperson in his team missing targets several months in a row. While explaining how he approached the problem, at some point, he said, “I paid more attention to him.” I asked him to explain how. Here is how he responded: “I just paid moreContinue reading “A great skill of leadership in sales: Paying attention”
Doing vs Knowing
Each time I work with sales teams or individuals who significantly improve their performances, I receive the same question: What is the secret behind that? Because people cannot believe the simplicity of what we are doing. The secret of reaching high performance is that there is no secret. It is just about doing the simpleContinue reading “Doing vs Knowing”
Shibumi in selling – part 2
Shibumi in selling – part2 Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling. Shibumi in selling is selling without selling out. It is to have such a product or service that youContinue reading “Shibumi in selling – part 2”
Shibumi in selling
(3 minutes read) Over the Easter holidays, I have been re-reading one of my favorite novels, Shibumi from Trevanian. And I re-discovered the term Shibumi, which means being in a most refined way. It represents the elegance of simplicity. In the book, it is explained as follows: “(…) shibumi has to do with great refinementContinue reading “Shibumi in selling”
Handling “people problem” in strategy execution
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”
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”
What really motivates salespeople?
That one is a long-lasting debate. Coming from the field myself, I have been working with salespeople for more than fifteen years. Each time we needed to make a change (push a new product, expand to a new territory, find a new channel partner, etc.), we talked about how much we should link the commissionContinue reading “What really motivates salespeople?”
Learning for Performance 