In today’s fast-paced business environment, organizations face numerous challenges, particularly when it comes to attracting and developing top sales talent. In this two-article series, we uncover overlooked strategies to boost sales performance, examining the impact of technology, strategy, leadership, performance management, and other critical factors that drive business success. In a recent interview, Professor Frank Cespedes shared his expert insights on effectively managing the sales function to enhance business outcomes. This interview is divided into two articles. This is Article 1, where we begin by exploring Strategic Approaches to Sales and Sales Talent. We’ll delve into foundational strategies and best practices for building a high-performing sales team. Article 2 will follow in two weeks, focusing on the Leadership Role in…
Journey Protector CEO Anne Lawlor (R) in an Enterprise Ireland promotional campaign. Haulage companies face huge losses daily due to theft, damage to their loads, and hefty fines arising from undetected illegal stowaways entering the rear of their vehicles. Under the new revision of the UK’s Clandestine Entrant Civil Penalty Scheme from 13 February 2024, fines for lorry drivers found with illegal immigrants hiding in their vehicles increased fivefold from £2,000 (approx. €2,250) per stowaway to potentially £10,000 (>€11,000). Considering that independent owner/drivers earn an average of around €200 per day, the added potential penalties and financial risks make crossing the UK border an unacceptable risk. The World Road Transport Organization(IRU) says the scheme puts supply chains at risk, stating…
Forging a Unified Culture: How a Century-Old Dutch Business Thrives in APAC Join us as we explore the remarkable journey of a century-old European company expanding into Asia with its Managing Director Asia Pacific, Mr Andy Ang. This article delves into their strategic approach to growth, from establishing a solid presence in key Asian markets to building robust systems that support seamless integration. Discover how they are successfully adapting their corporate culture—deeply rooted in family values—while aligning it with the dynamic business environment in Asia. Learn how this company is not only expanding its footprint but also ensuring its legacy and values thrive in a new and diverse region. A story of tradition meeting innovation for sustainable success! Mr Andy…
Mr Leslie Loh, Founder and CEO of Lithan EduCLaaS Digital transformation has been knocking on the doors of businesses, irrespective of their sizes. However, it’s the small and medium-sized enterprises (SMEs) that arguably face the most challenges on this journey. As the Founder and CEO of Lithan EduCLaaS, a leading edutech business with a Pan-Asia presence, Leslie Loh has always been keen in the field of education, especially in terms of digital revolution. “Every business needs a differentiated solution. If you don't have one, you're not going to scale. And the way to find your unique solution is through digitalization.” - Leslie Loh Before we dive into digitalization, let's address the Return on Investment (ROI) question. ROI is the holy…
The Business Doctor Who Brings Companies Back to Life Walter Simson’s career didn’t begin with corporate rescues. He was once a banker at Chase Manhattan Bank, now part of JPMorgan Chase, with a clear trajectory in finance. But a family emergency shifted his course, a call from his father, who owned a commercial printing business in New York and was battling serious vision issues. Walter took a temporary leave to assist, expecting it to last three months. It stretched into three years and set him on a new, unplanned path. “You can't be a turnaround manager until you've done a turnaround,” Walter reflects. That first experience became his unexpected gateway into a career he has now pursued for over four…
