Recently, I have been working on various projects (investments, new businesses, coaching, training…) and I was not happy with the progress I was making on those different projects. I thought I was lacking discipline. I brought it up during my last coaching session with my coach and I realized that I was not lacking discipline. […]

One of the most awe-inspiring lessons I’ve learned about leadership is the peril of harboring unrealistic expectations. It’s a trap many leaders unwittingly fall into, and it’s time to break free from this common mistake. Imagine this scenario: you’re presenting a groundbreaking change to your team, filled with enthusiasm and expecting every member to jump […]

With the state of art tools in sales (CPQ, CRM…), we tend to over-complexify the performance analysis. Large corporations with the means to use and implement those tools do most of those analyses to « please » some executive directors, who « sell » those indicators in the board meetings. A significant difference exists between […]

While discussing difficult situations with a sales manager, he mentioned a salesperson in his team missing targets several months in a row. While explaining how he approached the problem, at some point, he said, “I paid more attention to him.” I asked him to explain how. Here is how he responded: “I just paid more […]

Each time I work with sales teams or individuals who significantly improve their performances, I receive the same question: What is the secret behind that? Because people cannot believe the simplicity of what we are doing.  The secret of reaching high performance is that there is no secret. It is just about doing the simple […]

Shibumi in selling – part2 Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling. Shibumi in selling is selling without selling out. It is to have such a product or service that you […]

(3 minutes read) Over the Easter holidays, I have been re-reading one of my favorite novels, Shibumi from Trevanian. And I re-discovered the term Shibumi, which means being in a most refined way. It represents the elegance of simplicity. In the book, it is explained as follows: “(…) shibumi has to do with great refinement […]

Over the weekend, a friend of mine, who has an executive sales role in a multinational, complained about the organization’s reluctance to execute the strategy. It was a big problem for him. It reminded me of a post from Jonathan Stark that I shared with him, where he says: “Ultimately, every problem is a people […]

I was fed up…! with people telling me how it is different in their countries and how it is impossible to do it. It started all well, indeed. I was thrilled to build a new commercial strategy and start deploying with sales teams in 18 countries. I was doing my best in:–         Communicating clearly–         Developing a sales […]