You are a manager at a certain level in a sales organization. You have a team below you, and each of them has their own sales plan.So, here it is. These are not their plans, but your plans. These are not the plans they are supposed to fulfill; rather, they Continue Reading
Management
Articles on Management
The role of a manager
Текст для перевода: .. What role should you have?To begin with, we need to understand the fundamental principle that each person is driven by certain pairs of forces pulling them in one direction or another. Depending on how these forces are applied, the roles of individuals within a group are Continue Reading
I gave you the conditions — now get to work.
There is an opinion that a good “human resource” wants to work on their own and will do so if you just provide the conditions for work—salary, a computer, a desk, and a restroom. The role of a manager is seen as giving instructions, shouting “let’s go,” “cracking the whip,” Continue Reading
To swim, you need to swim.
SHIFU: But a peach cannot defeat Tai Lung!OOGWAY: Maybe it can. If you are willing to guide it, to nurture it. To believe in it.SHIFU: But how? How? I need your help, Master.No, you just need to believe. Promise me, Shifu. Promise me you will believe.SHIFU: I… I will try.Kung Fu Panda Your subordinates are constantly selling you their Continue Reading
What do bad salespeople sell?
Bad salespeople are actually very good at selling their activity to their manager. They convince their manager that they are “doing everything possible.” However, they do not achieve results. In fact, they do not achieve results because they do not want to. All they want is to keep their job. Continue Reading
Common stereotype
I constantly encounter the opinion that “real salespeople” should be motivated by money. The more extreme version of this belief suggests that it’s impossible to see someone as a good salesperson if money isn’t the most important thing in their life. Moreover, when people try to interact with someone “as Continue Reading
Less heroism.
Very often more reasonable better to leave than to be a hero.For example, let’s say you think the work you’re about to do will take two hours. However, four hours later, you’re only a quarter of the way through. Your natural instinct tells you, “I can’t give up; I’ve already Continue Reading
Don’t give free advice.
They won’t be used, they’ll be misunderstood, they’ll be overlooked, and they’ll be considered inappropriate. Two examples: 1. My aunt asked my wife how to lose weight. There was someone to ask and someone to answer. My wife gave one free piece of advice: “Move more, walk at least half Continue Reading
A fish rots from the head down.
When I see that clients in a company are treated in a way that makes them uncomfortable, I immediately understand that this is not just a problem of a specific manager, but a problem of the entire company, starting from the top, and that this company has no future. It’s Continue Reading
Technological advancements and the IT revolution
Quote from F. Kotler’s book “Chaotica” Information technology (IT) is one of the key factors shaping the process of globalization. Progress since the early 1990s in computer hardware, software, telecommunications, and digitization systems has enabled the rapid transmission of data and knowledge from anywhere in the world. The information revolution Continue Reading