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Tuesday, September 5th, 2023
Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
Tuesday, September 5th, 2023
Following on from our new Sales Tips 101 column, Bob Apollo presents a parallel series of tips for sales managers, starting with the “Keys to effective coaching”. Coaching is perhaps the most important task of any sales manager, and the thing most likely to impact their team’s performance. Here are five principles to bear in mind when developing our ability…
Friday, September 1st, 2023
Navigating the transition from sales to sales management. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail. Some will make the move and then wish they had never abandoned the simpler life of a salesperson. And some will remain perfectly happy avoiding the…
Monday, April 26th, 2021
The theme of my research is to explore the extent to which companies need to adapt and change to cater to a multi-generational workforce, define what the distinct differences really are using facts data, and in the process also draw out similarities. I will look at how stereotypes and unconscious bias skew realities, responses and attitudes. My research seeks to…
Tuesday, May 26th, 2020
This project explores a new approach to change management to enable better value for people. “The measure of intelligence is the ability to change” To a certain extent, I agree with this quote, attributed to Einstein, not because it is from a man recognised as a genius, but because it seems to make sense. There is a qualifying aspect in…
Tuesday, May 26th, 2020
How to introduce a collaborative change methodology to further support embedding of a sales academy into an organization. “How will I introduce a collaborative change methodology to further support the embedding of the SPARK Sales Academy into our organisation?” Simon Sinek (2011) tells us to start with “why”. My concern begins to formulate by asking myself, “Why did my sales…
Saturday, April 22nd, 2017
Nick Lee on… Statistical significance testing List time around, I explained the concept of endogeneity bias, and how it might influence how much trust you can have in the results of studies you see reported in the media, and also research projects and white papers you might read yourself. This time, I’m going to deal with the other major problem…
Saturday, January 28th, 2017
For the past few columns, I introduced critical issues in designing your own research, with a special focus on how to design experiments. For the next few columns, I’m going to build on those pieces to some extent, to explore a set of issues that I see as perhaps even more important – and especially so in today’s world. Specifically,…
Saturday, September 3rd, 2016
In the last issue of the Journal, I wrote about the importance of thinking like a scientist. In simple terms, this is the process of asking the right questions, and avoiding assumptions and ideologies about what “should” be the right answer. If you’ve digested that column, and are ready to think about how best to go about answering those questions,…
