Skip to content

Posts from the ‘Management’ Category

Is That Customer Worth Your Time?

To improve sales performance, business developers should spend their time with customers with most potential, by increasing the number of interactions and by introducing new categories that would expand the scope of the offering.

Read more

The B2B Elements of Value

To extract more value from B2B offers, know well your stakeholders and their expectations.

Read more

How to implement change in a traditional energy company

The obstacles plaguing both renewables and traditional utility companies today typically come in two distinct forms — technology transitions and major industry shifts — both with the end goal of better serving and connecting with customers.

Though both obstacles have their own unique challenges, the strategies to implementing and scaling change efforts to overcome each issue are largely the same.

Read more

Design an agenda for an effective meeting

Meetings are one of most time consuming and demotivating events in daily corporate life.

Either for simple communication or complex decision making, the only two justified reasons to organize a meeting, a structured preparation and execution can deliver quite efficient results.

In this article from HBR, a framework to plan efficient meetings is presented, based on the following tips:

  • Seek input from team members
  • Select topics that affect the entire team
  • List agenda topics as questions the team needs to answer
  • Note whether the purpose of the topic is to share information, seek input for a decision, or make a decision
  • Estimate a realistic amount of time for each topic
  • Propose a process for addressing each agenda item
  • Specify how members should prepare for the meeting
  • Identify who is responsible for leading each topic
  • Make the first topic “review and modify agenda as needed”
  • End the meeting with a plus/delta

All items should be integrated into a comprehensive agenda and distributed in advance to participants.

Source: How to Design an Agenda for an Effective Meeting.

Handy rules for better meetings

It’s such a universal truth it’s like a bad joke: most meetings suck!
When they’re bad, they are the epitome of bad corporate culture, inefficiency and mediocrity.

Read more

Diversity and team leadership

Creating a workplace where employees feel included is directly connected to worker retention and growth.

Employees who feel included are “much more productive, their performance is higher, they are more loyal, they are more trustworthy, and they work harder,” says Christine Riordan, provost and professor of management at the University of Kentucky.

Read more

The importance of stress management

The ability to manage your emotions and remain calm under pressure has a direct link to your performance. TalentSmart has conducted research with more than a million people, and we’ve found that 90% of top performers are skilled at managing their emotions in times of stress in order to remain calm and in control.

The tricky thing about stress and the anxiety that comes with it is that it’s an absolutely necessary emotion. Our brains are wired such that it’s difficult to take action until we feel at least some level of this emotional state. In fact, performance peaks under the heightened activation that comes with moderate levels of stress. As long as the stress isn’t prolonged, it’s harmless.

Read more

Sales still matters more than social media

The amount spent, annually, by U.S. companies on field sales efforts is 3X their spending on all consumer advertising, more than 20X the spend on all online media, and more than 100X what they currently spend on social media. Selling is, by far, the most expensive part of strategy implementation for most firms.

The big story is that the internet is realigning, not eliminating, sales tasks, and that deserves more attention in business media.

Read more

Traditional marketing not working for the millennials

Millennials have become the most significant consumer segment currently in times to come. These decision makers grew up in digital age, internet is like air and they are always connected to friends, so much so that these interactions have become a pivotal part of their decision making. These are digital natives.

Read more

The new supercompetitors

A supercompetitor is a company that, by competing successfully with its distinctive capabilities, changes the dynamics of its business environment. A capability, in this context, is the ability to consistently deliver a specified outcome relevant to the business. This takes place through the right combination of processes, tools, knowledge, skills, and organization, generally developed across functional boundaries.

Supercompetitors are emerging today because, in industry after industry, their few distinctive capabilities are both scalable and relevant, while other forms of competitive advantage, like sheer size, have decreased in importance.

Read more

%d bloggers like this: