When managers deal with underperformance, the default assumption is often that the problem lies with the individual. The conversation usually focuses on motivation, capability, attitude, or personal circumstances, followed by performance plans, regular check-ins, and coaching conversations to help the person get back on track. But over the years, I have seen multiple situations where the real problem was much deeper than the individual themselves. Sometimes The System Fails T

As we progress in our careers, influencing stakeholders becomes more important than ever. In most organisations, resources are limited, and no team is given everything they need to run an initiative independently. Whether you are asking for resources, driving change management, or bringing cross-functional teams together around a shared objective, your ability to influence others becomes a critical leadership skill. There is also something incredibly rewarding about convincin

One of the strongest indicators of a high-performing team is ownership. I strongly believe that when people think like business owners rather than task executors, teams become significantly more effective. Individuals stop waiting to be told exactly what to do and instead begin making decisions, solving problems proactively, and managing their area of responsibility with greater care and accountability. As managers, our role is not to control every detail. Our role is to empo

Many managers spend a lot of time building SOPs but overlook the importance of business rhythm. SOP (Standard Operating Procedure) It is essentially a set of written instructions that outlines how to perform a task or process within an organisation. In sales, this often means defining the actions a sales rep needs to complete at each stage of the funnel, from lead generation and needs assessment through to pitching and closing. SOPs are important because they create consisten

When I first joined sales at Google, I noticed that most pitch decks looked almost identical. They usually started with who we are, how many users we have, how consumers spend time on the internet and, unsurprisingly, how much of that activity happened within the Google ecosystem, followed by an introduction to our products and solutions. Google's sales enablement was incredible at helping sellers become more efficient. Many of us relied on pre-built templates created by anal

One of the biggest mistakes new managers make is letting the system take over them. I can relate to this completely because I was once in exactly the same position. You work long hours, push yourself hard, and quietly hope someone notices your effort. Then one day the announcement finally comes. You have officially been promoted into a leadership role. You celebrate. You feel proud. You feel validated. Then the next morning arrives, and suddenly everything changes. Your team

When I started in sales, I believed the best sales reps were the best listeners. Over time, however, my perspective shifted, and I now think the best reps are the ones who are genuinely curious about the customer’s business. Because honestly, if you are not curious enough to truly understand how a business works, how it makes money, and what pressures it faces, how can you possibly recommend the right product or solution? Later in my career, I became heavily involved in sales

One advice that stuck with me recently came from a conversation with a café owner in London. Before you open a café, you need to decide which route you want to take: This is a labor of love between husband and wife. You want to make coffee, bake cakes, and create a cozy place for people to gather. Or, you want to build a business that can scale. Neither approach is wrong. But they require completely different ways of thinking from day one. I’ve always been curious about diffe