When it comes to bosses, over the decades I have worked for/observed a whole bunch. I think the hard-to-read bosses are the most troublesome. They come in three varieties:

1. Only Positive. You know you

Are you thinking of hiring an additional sales manager? Make sure you do it for the right reasons. The company’s executive team must have a specific goal in

Too many managers who aspire to lead and develop others haven’t learned how to lead and develop themselves. They try to build organisations or provide services that are

The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly

The collapse of global financial markets taught us, among many other things, about greed, the lack of systemic controls and the extent to which the human decision-making process

State of mind might seem like a ‘soft issue’, but part of the sales leader’s role is to motivate the team and keep them upbeat, positive and focused

Salespeople are optimistic by nature. They have to be; if they weren’t optimistic they could never succeed at a job where the first communication they have with their

Now that the worst of the recession is behind us, it’s time to think about actually growing the business again.  And that means investing in the improvement of

In most organisations, sales managers are the essential bridge between the company's sales goals and the realisation of those goals. The gritty day-to-day interactions between the sales people