There is a kind of myth that a sales department can be built “turnkey” and handed over to the client. Moreover, books and seminars on “how to create a sales department” are quite popular. Why is it a myth? Why doesn’t the Moon have an atmosphere? Because if it did, Continue Reading
Management
Articles on Management
Changes!
Our hearts don’t really demand it. People have gotten used to the established order and any changes will inevitably be discussed and, with a 50% chance, rejected. 50% is too much to ignore. Deep, fundamental changes are always made in several steps so that the process of change becomes part Continue Reading
Saturation point
There is an opinion (in several types of businesses) that the person who brought a client to the company should continue to serve them. In general, it’s hard to argue with this. In B2B (and other large) sales, the decision to purchase is made with an eye on the prospect Continue Reading
Only the “old-timers” are going into battle.
During World War II, American pilots who demonstrated exceptional skill were withdrawn from the battlefield and sent home to train the youth. This way, young pilots learned from the best, while the best always remained in reserve. The Japanese approach was fundamentally different. They sent aces into battle, as an Continue Reading
The power of managerial thought
As I mentioned earlier, one of the main problems in management is the inability to see the cause behind the forest of symptoms. Here’s an example.There is a Western division of the company that is performing well. In another region, the Southern division, the results are not impressive. In both Continue Reading
On Understanding Client Orientation
The main problem that arises when establishing a client-oriented approach is alienation. This is the very alienation that Karl Marx spoke of, illustrating how a person becomes estranged from the results of their labor. A simple example: a temple built by people from stone and glass becomes an alienated symbol, Continue Reading
The benefits of mistakes are overrated.
In the business world, failure has become an expected ritual. You hear from all sides that nine out of ten new companies go bankrupt, and you are told that the chances of success for your new business are either slim or nonexistent. You are told thatFailures make us stronger. People Continue Reading
Why grow?
People ask, “Is your company big?” It’s a small question, but they don’t want to hear a small answer. The bigger the numbers you mention, the more impressive, professional, and strong you will seem. “Wow, cool!” if they hear that you have over 100 employees. If your company is small, Continue Reading
Where fatigue is considered a measure of work.
In our culture, the idea of workaholism is widely accepted. We hear about people who stay at work until late at night or even sleep at the office. It is considered a great achievement to throw yourself into the fray for the sake of completing a project. There is no Continue Reading
Mission: Impossible
One can see a vast chasm between when you are ready to fight for something and when it aligns with the company’s mission.written…that you are fighting for something. You know what I mean. It’s about those “providing the best service” posters that are only meant to be hung on the Continue Reading