Are You Ready to Serve the Customers of Tomorrow?

“Innovation is the specific instrument of entrepreneurship. The act that endows resources with a new capacity to create wealth.” — Peter Drucker Right now, something I see companies grappling with is the issue of how to serve the customer moving forward. Today’s consumers are more educated and have better access to information than ever before. […]

What Type of Sales Staff Do You Have?

“Efficiency is doing things right; effectiveness is doing the right things.” — Peter Drucker In my work with financial firms, I often see two distinct camps when it comes to sales professionals: order-takers and consultative salespeople. While order-takers tend to be pleasant people, they have trouble delivering results in a tougher production environment. The reality […]

Where Are You Investing Your Training Dollars?

“It is easier to turn competent managers into star performers than to turn incompetent managers into competent ones.” — Peter Drucker This “Druckerism” illustrates a phenomenon that I encounter frequently in my consulting business. In financial firms both large and small, I find companies investing precious training dollars to transform C players into A players […]