Category: Organizational Diagnosis and Action Plan

Anyone who works in business (industrial or service-oriented) knows that the success of a sales transaction is largely tied to the nature of the interpersonal relationship between seller and buyer and, consequently, depends on the salesperson's personality traits. Moreover, experience teaches us that…

In the previous newsletter, we discussed the correct way to set goals. Just to recap, we suggested a mnemonic: Measurable, Achievable, Challenging, Specific, Realistic, Time-bound. So far, so good. But what happens when goals aren't met? 1. Critical success factors…

All that we are is the result of what we have thought. Buddha. In the previous issue, we began to see that one of the keys to achieving results is planning, and that to do so effectively, it's helpful to follow a simple 5-step rule: Define the purpose and guiding values. Identify desired results. Throw away…

Talking doesn't cook the rice. Chinese Proverb. Attention: Planning is not predicting the future. Nobody can guess it. Planning is not making a wish list or a list of dreams to fulfill. It can be a preliminary step, but it doesn't help organize tomorrow morning's activities. Planning is not something exclusive to developed countries…

He watched José, a highly skilled in-house trainer, conduct a goal-setting seminar for a group of middle managers. “Stand there, please,” he told the first volunteer, “your task is to throw as many pieces of paper as you can into that trash can.” Feeling decidedly embarrassed, the young man…