Knowing how to identify business problems means recognizing the patterns that repeat throughout your business. Every significant problem leaves evidence behind. The challenge is learning how to read those fingerprints before you decide on a solution. We’ve seen how easy it is for leaders to fall into...
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Business growth often reveals decisions that no longer fit the company you now have. At the time, those decisions usually made sense. You added a service to meet demand. Maybe accepted a customer segment because it generated revenue. Or you created an exception to win important work....
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If your business only moves forward when you or your senior leaders step in to intervene, you have a management system problem rather than a people problem. That may sound blunt. It’s meant to. Because many leadership teams misdiagnose inconsistent sales performance as an issue of talent,...
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Psychological safety has frequently been raised in the last few years as a significant component of successful sales teamwork. It is. But as a senior leader, you will also realize that psychological safety has wider implications than wellbeing at work alone. It’s a critical lever in performance,...
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Sales leaders don’t need to be constantly agog and excited about artificial intelligence. You already use AI-driven tools for data analysis, forecasting, and reporting, and none of that is new. What‘s increasing every day is the spread of large language models (LLMs) such as ChatGPT, Claude, and...
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Like us, you’ll have noticed how customer experience (CX) collapses under pressure in the run-up to the festive period. You may also have decided to ignore some brands in the future. That’s a red flag for all businesses. Why? Because your competitors win if the following kind...
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