Talent Management

Opposition entre coach et coaché
Talent: coachability or poor coaching ability?
Talent: coachability or poor coaching ability? 1024 576 Bruno Sireyjol

What if the real issue with coachability lies not with the employees, but with managers who fail to meet the challenges of being great coaches?   When collaborating with our customers on “Building winning teams”, we have noticed parallels between the coaching relationship and team dysfunctions : no reciprocity, no openness and self-disclosure, low trust…

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Talent: is coachability a critical success factor?
Talent: is coachability a critical success factor? 1024 675 Bruno Sireyjol

In this first part of our series on coachability, we explore what it means and why it should be redefined or reconsidered in recruitment and assessment processes.   Michael Jordan once said: “My first skill was that I was coachable. I was a sponge and eager to learn. Perhaps he failed to mention his substantial…

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Leadership: passion and resilience, lessons from Phil Knight.
Leadership: passion and resilience, lessons from Phil Knight. 750 423 Bruno Sireyjol

Reading is an integral part of the entrepreneurs’ and leaders’ journey. Namely if you work in consulting, your experience and knowledge will quickly expire if you don’t nourish your brain and broaden your perspectives with new ideas and concepts. Reading brings food for thought. But there is so much to do, and so much to…

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Bold & Sharp: vous avez embauché le mauvais patron des ventes
Leadership: did you hire the wrong CRO?
Leadership: did you hire the wrong CRO? 1024 682 Bruno Sireyjol

It is easy for companies going through a slump to shift the blame on sales. Dropping sales root causes may range from a lack of alignment between sales and strategy, false or invisible differentiation, sales and marketing divide, or poor product positioning to name a few. Sales may sometimes be the ones to blame. Yet,…

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Sales leadership: 4 étapes steps to reconnect after your vacations.
Sales leadership: 4 étapes steps to reconnect after your vacations. 800 534 Bruno Sireyjol

In our previous article Vacation tips for Sales Leaders, we acknowledged that it is neither possible nor recommended for some leaders to disconnect. Always-on leaders’ brain is never off. Whether you belong to this kind of leader or not, we sincerely hope you enjoyed your vacations. Some of you may have found our tips useful.…

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Talents: vacation tips for sales leaders.
Talents: vacation tips for sales leaders. 612 408 admin9696

Summertime means well-earned time off for sales leaders. While blogs and posts on well-being recommend disconnecting entirely from work, let’s acknowledge it is neither always possible nor recommended. Some of us may enjoy a peaceful quarter where deals came in regularly and the remaining ones are on track. No or little contribution is required from…

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Hiring: do you speak the same language?
Hiring: do you speak the same language? 1024 683 admin9696

If hiring well ranks first on our services, this is not by coincidence. This is one of the key management skills. Operational and sales excellence start with excellence in terms of talent management : the right people at the right place and for a long time. We have repeatedly highlighted the symptoms of flawed recruitment…

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Corporate values: you are accountable…
Corporate values: you are accountable… 600 400 admin9696

You are accountable.   The more we are involved in sales teams’ performance issues, the more conversations we have on accountability. Accountability is common in sales teams’ top values list. When brainstorming with the teams on what values reflect their culture and summarize what they stand up for, accountability is nowhere to be seen. While…

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Who is your best sales leader?
Who is your best sales leader? 1000 667 admin9696

You can’t manage Who you can’t measure.   Successful Sales leaders, namely those taking up a management role for the first time, know how to shift from a business maker to an impactful management role. They instinctively focus on the attributes that most likely drive performance. Selling still matters of course. However, rather than checking…

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Culture crap and culture trap
Culture crap and culture trap 322 182 admin9696

Corporate culture refers to the values and practices shared by an organization. These values and behaviors are supposed to penetrate corporate layers and direct the thoughts and actions of a group over the long term. The notions discussed in our article “5 management mistakes and how to fix them” are paramount: a company culture is…

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