15 October 2018
Four Reasons Why Employees Don’t Take Ownership

If there was a poll on why businesses don’t excel, the “My employees don’t want to take ownership” option would definitely be in the top three reasons. In the hundreds of conversations I’ve had with business leaders over the last seven years, this issue has been raised almost every single time. So what is it […]

Read More
Four Reasons Why Employees Don’t Take Ownership
26 February 2018
How to create a culture of accountability – Part Two

In last week’s post, we looked at the three fundamental steps to implementing accountability at an individual level. In today’s post, we’re going to look at how to drive accountability through your business, making it an intrinsic part of the company culture. Creating culture If accountability was just a case of setting metrics and reporting […]

Read More
How to create a culture of accountability – Part Two
19 February 2018
How to create a culture of accountability – Part One

‘Accountability’ is a big, heavy word. It means a lot of things to a lot of people. It’s used as a measure of proactivity, productivity and manageability. It’s probably safe to say that every company that has a culture of accountability will continue performing and/or improving, even in challenging times. Conversely, stagnation, finger-pointing and under-performance […]

Read More
How to create a culture of accountability – Part One
30 January 2017
Are your sales people making this crucial mistake?

If I got a dollar for every time I saw sales people behaving like, well, not-sales people, I’d be too rich to care about this issue. But I do care… not just because I’m not getting that dollar each time, but because of the tens of thousands of dollars I see being lost every day. […]

Read More
Are your sales people making this crucial mistake?
23 July 2016
The power of celebrating wins
It can turn average into extraordinary

Year-end meeting. Chief Whatever Officer speaking. Employees sitting (and maybe yawning). And then he says: “We’d also like to recognise John Doe, who closed the biggest deal of the last year, getting Company X as a client eight months ago. That was a great win.”. Polite applause, John nods and smiles. Only John and the […]

Read More
The power of celebrating wins
06 April 2016
Who’s the salesperson in your company?
Just you? You and one, two or several others?

Nope. Every single person in your entire firm, from CEO downwards, is a salesperson. Think about the last time you interacted with a company. Now imagine the person least connected to your dealings with the company. For a pizza place, think of the accountant; for an accounting firm, think of the technical support; for a […]

Read More
Who’s the salesperson in your company?
10 February 2016
The price of happiness
Who’s got a Chief Happiness Officer?

The UAE recently made headlines for appointing a “Minister of Happiness”. Given the forward-thinking nature of the UAE, this is a pretty neat innovation. Given the largely conservative nature of the Middle East, this is unbelievably different. But they’ve obviously got reason to believe that happiness is an important measure of success. And given that […]

Read More
The price of happiness