Heather Foley

Super Troupers: how to manage your brightest stars

It’s great to have superstars on your team. It might be a sales hot shot or a marketing whizz or perhaps a technological genius. It’s a joy to have someone capable who solves problems, is reliable, has fabulous ideas, who doesn’t need...

Motivating on a shoestring

Shutterstock Of course you wish your teams were motivated all the time. Of course you wish you could easily achieve all of your targets and objectives. Of course you wish that even the dullest of tasks could be dispatched without fuss. However,...

Carrot not stick: how to motivate your sales team to work hard and effectively

As a sales manager, it’s your responsibility to obtain the maximum output from your resources. While this may sound rather cold, in reality, it usually means getting the most from your teams. Most people recognise that the harder they work, the more they...

Bigging it up: maximising the value of a sale

How do you see the sales process? Some people see sales as one-off interactions and, to increase sales, they feel they need to increase the number of these interactions. In fact, the best (and easiest) way to increase sales is to maximise the...

Search and Rescue: finding your ideal customers

Shutterstock It’s an age-old problem. Companies invest huge amounts of time and money selling products and services to potential customers, but not every potential customer becomes an actual customer. Effort and money are wasted. Of course, it makes much more sense to invest...

How to deal comfortably with difficult situations

It’s inevitable that, at some point, we’ll all have to deal with a difficult situation. Whether it’s a complaint from a major client or a team rebelling, or perhaps suppliers letting you down. You’ll never know what it will be or when it’s likely...

All you need is love: why investing in people should still be your top...

Donald Trump once said, “watch, listen, and learn. You can’t know it all yourself. Anyone who thinks they do is destined for mediocrity.” He had a good point. Although your own performance is critical, you will never succeed unless your people...

Frankly my dear: how to get your people to care

Some people, teams (and companies) seem to achieve more than others despite having similar products to sell and similar structures to organise their work. But, if you dig below the surface, you’ll often see that there’s a big, seemingly intangible, difference between them. In one...

Starting the year with a bang for your business

The new buzz word in politics? It seems to be ‘momentum’. When a party starts to see a few wins it achieves ‘momentum’ and nothing can stop its achievement. The converse is also true. Once it loses this ‘momentum’, everything not just...

Preparing for the holiday season

According to Andy Williams, it’s the most wonderful time of the year. Or, at least, it could be if you prepare well. The end of the year sees the convergence of different interests, not all pulling in the same direction. For this reason,...

Working on those warm fuzzies: how to handle a complaint

Shutterstock We’ve all complained at some point in our lives. How was your complaint handled? Well? Were you satisfied? Or was it handled badly? Were you left feeling frustrated and angry? If, according to Bill Gates, “your most unhappy...

We will rock you: five ways to excite your customers

Shutterstock Customers can be rather fickle people. One minute, they’re singing your praises and the next they’ve snubbed you for another supplier. It’s difficult to keep them happy, but if you’re looking for new ways to get your customers excited, you may like...

Want to make a great first impression with your customers? Time for a...

Do you remember your first day at school? How about your first job interview? Or even your first date? Even then you probably realised that those first impressions could decide the success of your experience. Getting it right is critical, but it’s...

Want to develop your people? The 4 things you need to know

With an improving economy and an increase in job availability, the people on your team have greater choices of where they work. If any of them choose to leave, the cost of finding, hiring, training and trusting the replacement is enormous, both in terms...

How to give your customers what they want

There’s an old joke that goes: a client asks a sales rep “what time is it?” The sales guy thinks and then replies, “what time would you like it to be?” It’s a little ridiculous, perhaps, but it highlights a vital aspect...

The dream team: managing your ambitious people

Ambition is a wonderful thing in business. It drives people to try harder, to innovate, to apply creative solutions to problems and to strive constantly for improvement. Most teams have at least some ambitious people in them. As a boss, you need...

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