Executive Summary:It used to be just the purvey of the larger corporations to hire graduates and then use well-developed onboarding and talent development resources and processes to get the new recruits ready and skilled up.An estimated 90

Want An Inspired Engaged Culture? - Develop A Talent Development Program

Nov 29th, 2021 8m 3s

Executive SummaryDevelop a personal development program for all staff – new and existing.A training program will be a subset of the talent development strategy.Talent development is a set of initiatives that creates the opportunity for

Who Is Responsible: People And Culture

Nov 29th, 2021 10m 24s

Executive SummaryThe “human resource” function should be an integral participant in the company strategy.Elevating the lead people and culture function to a strategic company position such as CHRO speaks clearly on the culture and intent o

Expert Opinion: Nick Johnston

Nov 1st, 2021 22m 39s

Nick Johnston is a serial entrepreneur, a leading sales professional and a successful business owner. He started his career in London’s competitive financial sector before being lured to Hong Kong by a business acquaintance. Using his financial

Sales Pinnacle: Strategic Account Management

Oct 26th, 2021 9m 31s

Executive summary:• Competent strategic sales executives are the “20%” in your team that contribute 80% of revenue. • From your client list, establish the top 20% based on the potential opportunity (not historical opportunity because it is “h

Who owns and controls the company Assets – Sales Territory Planning?

Oct 18th, 2021 8m 12s

Executive summary: • The best sales professionals are outstanding at intensive farming of a territory. • The best sales leaders apply a comprehensive territory management plan across their team. • Have a communicated rule on how often key acc

Culture and Values are the Compass – Challenges and Risks in Building a Sales Function

Oct 10th, 2021 9m 27s

Executive summary:• All organisations are looking for sales professionals. Develop a comprehensive talent acquisition strategy.• The training curriculum should cover onboarding, relevant professional development as milestones are achieved a

Essential or Extravagant – The Case for Providing Sales Support

Oct 6th, 2021 7m 38s

Executive Summary: • Sales support should be used for the areas where salespeople are notoriously weak or relatively uninterested. • Before adding the additional cost of sales support, it can be more cost-effective to provide necessary traini

The Balancing Act – Compensating Performance

Sep 27th, 2021 9m 38s

The Balancing Act – Compensating PerformanceExecutive Summary: • Provide a culture which aims at developing its people and compensating them fairly. • Mitigate risk by not having the organisation too dependent on any one individual. • “A” Pl

Like a Great Red Wine: Developing a Leadership team

Sep 19th, 2021 8m 18s

2.3 Like a Great Red Wine: Developing a Leadership team Executive Summary:• Establishing a leadership team will gradually permit the business owner to move up “onto the business” and gain more time to think and strategise.• It is important

Great Leap – From Individual Contributor to Manager

Sep 15th, 2021 9m 8s

Executive Summary:• An organisation with a succession plan should have the capacity to ease a new manager into the role. • The soft skills and the associated people skills are those that need early focus. • A new manager has to learn how to

Tightly coupled with Strategy and Values – High-Performance Sales Culture

Sep 8th, 2021 10m 45s

2.1 Tightly coupled with Strategy and Values – High-Performance Sales Culture Executive Summary:• Setting up the sales culture involves the provision of a CRM, sales training and KPI dashboards.• The focus should be on sales process automa

Meditation time: Visualizing 3 ~ 5 years hence

Aug 29th, 2021 6m 23s

Stop. Sit. Close your eyes. Focus on your breathing. Now visualize what your business looks like in 3 ~5 years. What will you be doing? What will be your business legacy? How will you measure the progress? Will you still be the owner? What

Sustainable Differentiator – Staying Relevant and Competitive

Aug 23rd, 2021 7m 16s

For more than 15 years the European futurist Gerd Leonhard has been writing about the impact of technology on humans. He has challenged businesses to look into the future and spend more time strategising with an open mind about the impending ch

“This is where we are going – let me teach you.”

Aug 15th, 2021 11m 13s

In a recent interview with a CEO and APAC country manager, I learned that she had a manager who visited the country regularly and spent a lot of 1:1 time with her. I asked the CEO if this was a threatening or micro-managing style. The response

Expert Opinion: Carlo Bongarzoni

Aug 12th, 2021 27m 16s

Carlo’s diverse business experience has been with leading companies across FMCG, pharmaceutical, chemical, logistics, banking and government. Roles include sales & marketing, HR, and general management. He has also consulted and coached executi

Leveraging Strategy for Sustainable Business Results

Jul 25th, 2021 9m 1s

Leveraging Strategy for Sustainable Business ResultsA modest and quietly spoken CEO of a fast-growing FMCG I am working within SE Asia was recently bemoaning the fact that all functions in his business were not pulling in the same direction an

Warring factions? Your rationale for Strategy Invigoration and Alignment?

Jul 18th, 2021 9m

Warring factions? Your rationale for Strategy Invigoration and Alignment?Consider the business challenge of a CEO for a fast-growing consumer business in South East Asia. Over the last five years, they have enjoyed a successful ride with impre

Laying a Foundation - Leadership and Culture

Jul 11th, 2021 8m 51s

Laying a Foundation - Leadership and CultureDeciding on the company culture is the precursor for selecting and developing leaders. The process must be decided or owned by the CEO. It must project into the company values, talent acquisition, on

Platitudes or imperatives, mission vision and strategy.

Jul 4th, 2021 11m 49s

Platitudes or imperatives, mission vision and strategy.In this chapter, we'll consider that many companies have a mission and vision statement. However, the degree to which this is communicated, and the resultant engagement in the organization

The Golden Question: What will my Business Success Look Like?

Jun 28th, 2021 8m 9s

In this chapter, we will consider what is your passionate personal goal for scaling new heights. And that a period of business stagnation is common for most successful businesses. And also that scaling a business requires an engaged team which

About the Author

Jun 28th, 2021 21m 1s

About the AuthorCraig Saphin is a successful, experienced and articulate business leader. He has devoted the time and energy required to write this book and provide his structured business strategy framework to a wider audience. He deals with

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