BEHAVIOURAL CHANGE - A HARDER SELL GLOBAL CUSTOMER SATISFACTION FORTUNE'S LIST OF MOST ADMIRED COMPUTER COMPANIES COUNTRY ROLL OUT ACROSS EMENA ABOUT DELL EMC This vast digital-industry multinational has over 70,000 employees. Headquartered in Massachusetts, USA, it’s the largest provider of data-storage systems [...]
SHIFTING BEHAVIOUR, DELIVERING EXCELLENCE BUSINESS CRITICAL PROJECTS NEW EUROPEAN LOCATIONS CAREER MOVES ABOUT FedEx A globally-recognised name in express distribution, some 3.6 million shipments are handled each day by FedEx. Their European office is in Brussels, Belgium, and in Europe alone they have [...]
UNCOVERING THE LEADERSHIP RESOURCE WITHIN CONFIDENCE IMPROVED BELIEF THAT BEHAVIOURAL CHANGES EMBEDDED AND ONGOING INCREASE IN TRUST OF LEADERSHIP AND EMPLOYEE ENGAGEMENT ABOUT BP Almost the dictionary definition of a multi-national company, British Petroleum is one of the world’s seven oil and gas [...]
Failure is the most powerful learning tool. It’s also the basic ingredient in all major success stories, so why aren’t there ‘failure coaches’? By Kevin McAlpin & Michael Millar With the introduction of the various professional bodies attempting to formalise the profession, raise standards and introduce codes of ethics and guidelines, the UK coaching market [...]
The first 90 days is make-or-break time when transitioning to a new role. Coaching a solid strategy right from the beginning will push people far closer to ‘make’ than the unthinkable alternative. By Dawn Wilkinson & Kevin McAlpin Throughout our lives we develop coping strategies that we use in everyday situations and employ when something [...]
Overcoming objections is a key skill in sales, and in life. Kevin McAlpin and Gavin Ingham outline coaching strategies that can help everybody — especially coaches — surmount objections. By Kevin McAlpin & Gavin Ingham In this article, my co-author Gavin Ingham and I will look at six core strategies for handling client objections, together [...]
Providing the fuel to power discretionary effort in your staff means you can unleash the energy to increase performance and boost your organisation’s bottom line. by Kevin McAlpin A manager's ability to coach their staff is key to getting them to put in discretionary effort — or in other words, go the extra mile for [...]
We’ve worked alongside employee survey specialists Shine to benchmark the concerns and realities of achieving better performance. by Shine & Performance Coaching International The biggest failing of management is the inability to coach their staff — according to the most comprehensive analysis of 360 degree feedback ever completed in the UK. The study included feedback [...]
Whatever industry we’re working within, when it comes to winning, there are universal factors to live by. Follow them, and the whole will always become greater than the sum of its parts. by Kevin McAlpin Checking our individual and collective behaviours against key principles is invariably a worthwhile diagnostic. Here, we explore and distil the [...]
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