How to build an organisation that supports Partnership selling

“An effective sales organisation is one where sales is ingrained in the leadership at the very highest level”.


That was the premise of the first in my series of articles on Sales Leadership, in which I explored three sales styles – the Transactional, the Traditional and the Partnership approaches. You can read the full article on my website.

Active Leadership: When Leadership fails – Management prevails

Active Leadership: When Leadership fails – Management prevails

Great leaders expose themselves to their teams, allowing their teams and staff to be part of their success measurements. They embrace activities like setting “Leadership Promises”, embarking upon reverse mentoring programs and enshrine in their culture regular face to face meetings with all staff and take active steps to address individual issues and themes as they arise.

4 Days on the Bike

We were riding 2 Surly’s and an On One Fat Bike. The total trip was about 100klm with 2.5klm of vertical climbing… other than the delimited tyre on the On One the bikes were completely reliable even though at most stages they were caked deep with mud… fantastic experience.. We are planning the next ride now.. 

Challenges on the Executive Floors can be solved in the NSW High Country

In early August I completed a 4 day bike ride crossing of the NSW high country from Bulls Head in the Brindabella’s Ranges above Canberra to Rules Point on the Snowy Mountains Highway about ½ way between Adaminaby and Tumut. With two long term mates, Dale Brown and Peter Whitely. The ride was approximately 100klm with 2.5klm of vertical climbing,  across snow and mud sometime in sub zero howling winds and rain. While planning, training and executing this ride I found many similarities and learning’s to my role as a senior leader at Dimension Data in Victoria.