Knock the competition... yeah, that's a great business development strategy!

Knock the competition… yeah, that’s a great business development strategy!

One of the first rules that I learnt in sales was ‘don’t knock the competition’. It makes you look petty and gives the impression that your product (whatever that is) isn’t good enough to stand on its own two feet and beat the competition in a direct comparison.

So why is it that recently there has been so much emphasis on making statements about how bad your competition is in servicing its clients?

Read more

The Biggest Challenges of Managing Remote Recruiters (and how to overcome them)

The Biggest Challenges of Managing Remote Recruiters (and how to overcome them)

At the moment, we are living through a major shift in the way we define the workplace and behave in the work ecosystem. New technological advances and the various changes that they have brought in the way people see their careers have created a new kind of workplace.

One very noticeable aspect of this new workplace is that more and more companies operate almost exclusively remotely, with employees putting in their work from cities, counties and even continents away.

Read more

How easy is it to move from Senior Consultant to MD?

How easy is it to move from Senior Consultant to MD?

I’m sure we’ve all experienced it – either personally, or we know someone that has attempted it and hopefully even succeeded; that superstar consultant, who just got it from their first month and was very successful. They grow with their company over a few years and then hit the point where their entrepreneurial spirit takes over and they make the leap to “I’m going to set up and do this on my own”.

Read more

How Do I Get Motivated When My Team Aren't?

How Do I Get Motivated When My Team Aren’t?

Here’s a question that I have been asked many times over the years, “How can I get motivated when my team aren’t?”

Whether it is due to team members changing, a new manager, or just a change in personal circumstances, many salespeople, at some point in their career, end up working in a team where others are not as motivated as they are. If you cannot deal with this, it can drag you down too.

Read more

How to set the compensation structure for your startup

How to set the compensation structure for your startup

Striking a compensation structure is usually the last thing on any founder’s mind. But just like the exercise regime that you keep putting off, it will only slowly manifest into an enormous problem in the future.

And I am not talking about anything complicated. This isn’t going to be a 10-levels, multi grids table with complex formulas that will take a rocket scientist to understand.

It is a simple framework to provide the right foundation that will compliment your scaling journey.

Read more

How to Properly Reward Your Employees

How to Properly Reward Your Employees

When it comes to the employee recognition rewards, most companies tend to reward the five years of loyal service. According to a recent report by the Bureau of Labor Statistics, the median tenure of workers aged 55 to 64 is somewhere around 10.1 years and when it comes to workers aged 25 to 34, the number drops significantly, to around 2.8. This means that a vast majority of the today’s young workers (in particularly millennials) is unrecognised for their contributions.

Read more

5 tips to stay out of the nice guy/gal trap

The more amenable you are and the more you help others, the more they will like you. And the more they like you, the more they will buy from you. And being agreeable and saying, “Yes” is just polite and nice. Right?

Maybe not.

Read more

Push v Pull management… which one are you?

 

Push v Pull management… which one are you?Some managers need to be constantly pushing and driving their team to ensure sales activity is completed and targets met. Other managers inspire, positively lead by example and assertively empower their teams so they drive themselves when the manager is absent.

Do any of these styles ring a bell?

 

 

Read more

To hire or not to hire, that is the question.

For the owner of a small agency, it’s a difficult decision that could take your business to the moon, or send it crashing into the landfill.

For the manager or director of a recruitment giant, it is also what your reputation and future promotions may hang on.

When to hire, who to hire and whether to hire at all?

Read more