Why do people underperform in Sales (or other roles)? Part 4 – Mindset

People underperform in sales (and other roles) for several reasons, in this podcast we will explore how mindset can be one of the biggest reasons why people underperform.

Sales can be easier than other roles to spot when people underperform given the metrics available but identifying the factors behind underperformance is not so easy.

What do we mean by mindset? Our experience of psychology points to limiting beliefs and assumptions that cause people to get in their own way. Mark Davies and Ricky Muddimer explore the topic in more detail asking how you can unlock the mindset of your people to free them up to perform.

Posted On March 9, 2022 By Paul Hutchinson In Culture, Leadership, Podcasts, Sales Mindset, The question is /

Why do people underperform in Sales (or other roles)? Part 3 – Environment

People underperform in sales (and other roles) for several reasons, in this podcast we explore the environment we create.

Sales can be easier than other roles to spot when people underperform given the metrics available but identifying the factors behind underperformance is not so easy.

What do we mean by environment? It may sound obvious; in our experience, it’s not, which is why Mark Davies and Ricky Muddimer explore the topic in more detail and what we mean by creating an environment for your people to perform.

Posted On February 25, 2022 By Paul Hutchinson In Culture, Leadership, Productivity, Sales Mindset /

Why do people underperform in Sales (and other roles)? Part 2 – Skills

People underperform in sales (and other roles) for several reasons, in this podcast we will explore the skills aspect of the role.

Sales can be easier than other roles to spot when people underperform given the metrics available but identifying the factors behind underperformance is not so easy.

What do we mean by skills? It may sound obvious; in our experience, it’s not, which is why Mark Davies and Ricky Muddimer explore the topic in more detail and what we mean by skills and why looking at skills more broadly is so important.

Posted On February 10, 2022 By Paul Hutchinson In Uncategorized /

Why do people underperform in Sales (or other roles)? Part 1 – Knowledge

People underperform in sales (and other roles) for several reasons, in this podcast, we will explore the knowledge aspect of a role.

Sales can be easier than other roles to spot when people underperform given the metrics available but identifying the factors behind underperformance is not so easy.

What do we mean by knowledge?
Mark and Ricky explore what we mean by knowledge, discussing why knowledge is more than just job knowledge and exploring why it’s important. What is the knowledge requirement by your team, if you expect them to perform?

Posted On January 19, 2022 By Paul Hutchinson In Podcasts, Productivity, Sales Mindset, The question is /

How do leaders create a productive workforce?

This is the last of our podcasts around our leadership model. This time we explore the leader’s role in process.

Leadership creates stability and change, and this dichotomy shines through when it comes to process. How do leaders deal with the dual roles of creating efficient and consistent approaches, while at the same time continually improving to make them better, or occasionally transforming them to create competitive advantage?

Doing both of these is something many leaders find difficult; Rob and Paul consider why this is and what you can do about it.

This podcast is part of a series about the role of leaders, exploring the nuts and bolts of what leaders need to do. It is based on a model (we created) to help aspiring leaders work out what it means to be a leader.

You can find the model, and details of all the areas at www.thinkingfocus.com/what-is-leadership

Posted On December 20, 2021 By Paul Hutchinson In Leadership, Podcasts, Productivity, The question is /

How do leaders balance technical expertise and leadership?

Continuing our series on the day to day leadership, and what is it that leaders do. This time we consider the balance between being the leader and being a subject matter expert.

Often people are asked to become leaders because of their strong technical skills; then they are expected to step back from the day-to-day and let others do the work. If they can balance the demands of expert and leader then they empower their team, providing expert direction, growing team skills and providing governance. If they get the balance wrong, they risk becoming the limit of the team’s ability.

You can find the model, and details of all the areas at www.thinkingfocus.com/what-is-leadership

Posted On December 6, 2021 By Paul Hutchinson In Leadership, Podcasts, The question is /

How leaders create and destroy accountability?

Leaders want their followers to take accountability for their deliverables. Most leaders think about what they can do to get more accountability, yet rarely consider what they might be doing that is destroying the very accountability that they are looking for.

Paul, Ricky and Rob explore what accountability means, and how leaders can create a culture where people own things, or how they might be accidentally driving a culture where people avoid being accountable because it is seen as too risky.

You can find the model, and details of all the areas at www.thinkingfocus.com/what-is-leadership

Posted On November 21, 2021 By Paul Hutchinson In Culture, Leadership, Podcasts, The question is /

How do leaders create engagement?

Another podcast exploring the role of a leader.

This time we dive into engagement. How do leaders create engage followers?

To us, engagement is more than just making sure people like working here. It is the way that leaders connect people to purpose, the team and the plan. This is an ongoing role, constantly needing updating and resetting as the team gets buffeted by day-to-day challenges.

You can find the model, and details of all the areas at www.thinkingfocus.com/what-is-leadership

Posted On November 8, 2021 By Paul Hutchinson In Leadership, Podcasts, Productivity, The question is /

Why do leaders build psychological safety for their people to perform?

This is another podcast in our series about the actual things that leaders do.

This time Richard, Rob and Ricky talk feelings! In particular, they discuss the leader’s role in managing feelings; dealing with conflict, smoothing over loss when difficult decisions need to be made and most importantly creating a psychologically safe environment where people can flourish.

Leaders who ignore the people elements of the role risk damaging their own productivity and put their underlying purpose at risk.

You can find the model, and details of all the areas at www.thinkingfocus.com/what-is-leadership

Posted On October 25, 2021 By Paul Hutchinson In Culture, Leadership, Podcasts, Productivity, The question is /

How do we shape a culture with autonomy (following the pandemic)?

The last 18 months has radically changed the way that we work. The old culture no longer applies, but the temporary culture we have been working with cannot move us forward.

Now is a time for cultural re-set for many organisations, but how can leaders shape this cultural change, to encompass the best bits from lockdown working; driving automony, collaboration and accountability.

Ricky, Rich and Paul consider how leaders can become role models and create cultural standards by lifting the culture and empowering, and not dumbing it down for everyone when it gets challenging.

Posted On October 11, 2021 By Paul Hutchinson In Culture, Leadership /