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Mike Guest

There are more than 100,000 hits on Amazon if you search for “strategy”. With such a wealth of expertise available to even the most casual reader, why is it that the bulk of strategic initiatives fail to reach their targets, or fail? Well, it could be that many sources focus on strategy development and not on strategy implementation. If this is where you’ve fallen short – then maybe you need to read “The 4 Disciplines of Execution”.

It can be challenging to determine what to do about sales training.
There is a temptation to ignore that its necessary or to use something that is low cost and promises a quick fix.

Read what Mike Guest has to say on choosing the right training to meet your organisations' goals.

“Coaching brings out the best in individuals and teams, something that merely instructing does not even aspire to do, and therefore will never be able to achieve”. Sir John Whitmore.

Busy managers may find it difficult to allocate time appropriately to the different areas of management.

Paying attention to the "Four management hats" and how each function impacts performance can help managers better focus on activity that drives both individual and team performance.

If you're struggling with overly complicated or clumsy attempts to close deals, or you're worried about coming across as pushy or needy when trying to get commitments from prospects, then maybe James Muirs "magic formula" will be worth a look.

Channel sales management is as one of the most challenging jobs in sales. It requires the focus of a project manager, the flair of an influencer and the ability to adapt to every level of the organisational hierarchy like a corporate chameleon. The potential benefits are enormous, but the pitfalls could leave your product gathering dust on the shelf, so how do you get the most from your sales partners?

Research by FranklinCovey discovered that a "staggering" 81% of employees surveyed said they were not held accountable for regular progress on organisational goals. Is it time to take action in your organisation?

Are you struggling to get to grips with your social media strategy? Do you understand how you want to be seen by your target audience? Do you know the difference between your “poison portrait” and your “pen portrait”, and do you know why you should care?

It is a fundamental management tenant that organisations need to have a culture in which there is clear accountability. So why is it that it is the most shirked responsibility among executives, and almost half are rated as not holding staff accountable enough when they don’t deliver.

In a world where selling has made a massive shift into the digital space – your LinkedIn profile has become one of your most powerful assets.