In the 1980s the famous American academic and researcher, Neil Rackham, established the Huthwaite Institute, published “SPIN Selling” and “Major Account Sales Strategy” and developed a close relationship with IBM and Xerox
The Balancing Act – Compensating Performance
Hiring the best talent, motivating them to succeed and retaining them for as long as possible is a real leadership challenge. Company culture is important. A well structured compensation strategy aimed at all members will be a real asset. It will also be a work in progress as you endeavour to find the perfect mix.
Meditation time: Visualizing 3 ~ 5 years hence
Without clear goals and a plan, human nature usually dictates that you will eventually become fatigued with the day to day challenge of running a business. Some business partners I worked with recently had successfully run their business for nearly eight years. As the fatigue started to set in, they wondered what the point was or what was in store for them and the business.
