Business et Finance

ThinkSales Issue 32

ThinkSales magazine caters exclusively to the needs of sales management leaders. The editorial objective of ThinkSales magazine is to empower, motivate and inspire sales leaders with strategic knowledge, tactical skills, management insights and exposure to international sales and management thought-leadership and best practice necessary to lead sales organisations to achieve higher and sustainable sales results.

South Africa
Thinksales Corporation Ltd
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2 min.
expert contributors

ALLAN CHURCH, Ph.D., is the senior vice president of Global Talent Assessment and Development at PepsiCo, Inc. and a Fellow of the Society for Industrial-Organisational Psychology. He is the co-author of the book,The High Potential’s Advantage. Learn more at www.hbr.org BOB HERBOLD is the former Chief Operating Officer of Microsoft Corporation and the author of three books on leadership. His latest, What’s Holding You Back: 10 Bold Steps that Define Gutsy Leaders was released in 2011 by Wiley/Jossey- Bass. More on the book and Bob’s blog on leadership can be found at www.bobherbold.com DANIEL KORTEN is an Engagement Manager at SBI. Daniel holds a BA inEconomics and a BA Psychology.Learn more at www.salesbenchmarkindex.com DAN CABLE is professor of organisational behaviour at London Business School. His new book is Alive at Work: The Neuroscience…

2 min.
roadblock to revenue growth

Executives can design the best strategy, unveil it at a launch ceremony to their sales force, and find the thinking and planning does not translate into results; a direct outcome of an execution roadblock. A COMMON CHALLENGE A common challenge I have indentified over the past nine years engaging with a number of South Africa’s top CEOs and Sales Directors from successful high-growth companies is that they all face a similar problem; overcoming the execution challenge within their sales organisations. THE BUSINESS ENVIRONMENT Signals are everywhere; the fundamental force impacting businesses today is the rate of change which, ignited by the Internet and rapid technological developments since the mid-90s, is accelerating exponentially and fuelled by five converging market forces: globalisation, complexity, disintermediation, commoditisation and disruption. The impact on the C-Suite and Sales Leaders is a…

8 min.
pay attention to these 5 aspects of company culture when you start a new job

When you join an organisation, you have a short window of time to adapt to its culture. Too many talented individuals stumble in their new company because they fail to read the cultural tea-leaves. This happens because most organisations don’t explain the cultural rules to newcomers, and new hires are so focused on the job and the new boss that they overlook the rules’ profound influence. Yet understanding the culture plays a big role in your initial success. Being cognisant of not just what your colleagues do but how they work matters if you want to be effective and well-perceived. There are five dimensions of culture that have a big impact on your ability to navigate a new job: how your organisation values and cultivates relationships, how people tend to…

2 min.
avoid making enemies: but do make decisions!

One of the key attributes of a strong, courageous leader is the ability to get people to pursue an aggressive plan for improvement. In doing so, lots of dialogue takes place as the plan is developed, with particular emphasis on trying to make the dissenters understand the thinking, even though they may not agree. In dealing with those who may not agree, one thing you want to avoid is telling them they are wrong. Dale Carnegie, the famous motivational writer and speaker of many decades ago, used to warn people that you can tell people they are wrong in many different ways, not just confronting them verbally. You can do so with a look or an intonation or a gesture just as easily as you can in words. He believed that…

3 min.
online learning, upskilling employees & empowering organisations

THE INTERNET HAS opened a world of possibility where business is concerned, and eCommerce is the key to any successful business enterprise. Due to the rapid advancement in technological interventions our world is constantly changing and evolving, and so too is the way we learn. As a training provider we need to keep our finger on the pulse with changes in the digital world, finding new and creative approaches to learning. With online learning being the ‘in thing’, iSolve Learning Solutions now offers quality online learning training courses at your fingertips. EXPERT, ON-DEMAND LEARNING Online-Learning Solutions provides 1000+ high-value, user-friendly eLearning courses hosted in the world’s-easiest-to-use Cloud-based Learning Management System (LMS) to enhance the growth of your organisation at an affordable annual subscription. In addition, you can now establish your own internal…

3 min.
don't focus on strategy at the expense of culture

Strategy and culture are inextricably intertwined. The saying goes, ‘Culture eats strategy for breakfast.’ Strategy is logical, tangible, formal. Culture is more amorphous, evidenced through values, purpose, and shared goals. Leaders rise through the ranks developing their strategic capabilities along the way, often unaware of their ability to affect the culture and use it as a strategic advantage. While strategy is self-evident, culture is mysterious. A mistake some CEOs make is thinking that culture is a secondary priority. They avoid conversations in executive staff meetings about culture and focus on the quarterly objectives. Companies that focus on driving their culture and strategy together have an easier time aligning themselves internally to employees and externally to customers. ALIGNING STRATEGY & CULTURE Here are 10 ways to make culture a primary focus and drive culture and…