The year is over, quotas/targets are met, sales team is euphoric and management is content. The next year begins and fresh forecasts are presented and in a ritualistic convention called annual sales meeting these forecast numbers are vehemently challenged by all the product teams, sales managers, VP’s in the firm who in the name of a consolidation exercise, encourage the sales person to view the firm’s ambition charts, aggressive stance and vision. The… Read More

The argument as to whether leadership is inborn or an acquired trait once used to lean on speculations supporting the former but it no more constitutes a ruminative debate as ample evidence has emerged in the last decade to corroborate the construct that it is an attribute that can be learnt. Let us pick up some cues from the ensuing dolphin analogy. Are dolphins friendly to human beings? It certainly appears so. Take… Read More