Leading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]
View Post Leadership, Leading Millennial PeopleOne of the differences we have noticed in our conversations with sales managers over the last few years, is that there is a real acceptance that the ‘one-size-fits-all’ approach to selling simply doesn’t work anymore – not unreasonably, customers and prospects have increasing expectations that a salesperson should tailor their pitch to them. This can […]
View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, ValueUnderstanding how to communicate across cultures is an absolutely indispensable skill. Do you work with colleagues and customers from around the world whether face to face, by mail or tele-conferencing? The answer is probably ‘yes’ as more and more of us need to connect and work well with a whole range of people from different […]
View Post Cross-cultural, diversity, global, international teams, LeadershipMy people want to learn and be developed! Training budgets are tight – or non-existent! My team need to share more and support each other! We need to share best practice across teams! All of these are things that I frequently hear from managers and HR professionals. So I have good news! We have been […]
View Post Action learning, Fly-on-wall, Making training stick, on-the-job trainingI can almost guarantee that when coaching or running workshops on the topic of leadership and influence that I am asked 2 questions about this! Let’s start with the first question… ‘Why should I manage my own manager?’ When I am asked this, I often refer back to the classic Harvard Business Review article: “Managing Your […]
View Post coaching, Leadership, manager, Managing UpwardsWe’re approaching the time of the year when many of us are turning our thoughts to that annual festival of giving, receiving and then giving again: Christmas. If we do mark this holiday, while some of us enjoy the hassle and hustle of present seeking, others would rather run anywhere than to the shops. So, […]
View Post Insights, Learning and development, Personality typesThe Importance of employee engagement I recently spent a great day with an international group of HR leaders, where a big focus was on their role in developing greater employee engagement and motivation – especially during times of increasing change. They all understood the vital impact of employee engagement – or lack of it – […]
View Post Employee Engagement, HR leadersWe all want respect in our lives. Self-respect – and the respect of others, especially those who we look to for leadership and direction. After all why would anyone willingly follow someone who they don’t respect or feel respected by? It all sounds like common sense but in our busy, challenging lives it can be […]
View PostOne of the main characteristics of Value Based Selling is that the sales professional takes control of the sales process from start to finish – this includes of course the all important negotiation phase. So what are the top tips that Value Based salespeople do well? Background Many confident sales people find negotiations tough – […]
View Post NegotiationIn today’s fast-moving VUCA digital business age, we face an entirely new environment for collaboration and partnering. And the bottom line is that the most successful companies will be those who are the best collaborators. Collaboration is working together to achieve a goal. But let’s not confuse collaboration with cooperation. Collaboration is more than the […]
View Post Collaboration