If many of your customers are “sitting on their hands”— citing Brexit and Trump and Iran and US-China trade war—then your sales are flat, or declining; you must downsize your costs or upsize your productivity. Upsizing your people’s productivity is easy to say, hard to do. It’s always been tough to do, but now many of your people face constant change and face constant stress. For example, imagine working in one of the big four banks urgently completing many recommendations of The Royal Commission.

Change, Business Problems, Gary PeacockGary Peacock1 October 2019Value, Resilience, ChangeComment

What is the critical skill for your Account Managers?

You can find lists of competencies for account managers, for example from the Strategic Account Management Association (SAMA). Many of these list the technical knowledge needed. However the most critical skill an account manager needs is persistence.

Why do most performance improvement programs and change programs fail?

Most development and change programs fail simply because they focus only on knowledge and facts and not on changing the mindsets of the individuals who will be affected by the change...