At the moment some people, quite understandably, may be less focused on work than normal. Anyone who studied business or economics at school will have come across Maslow’s Hierarchy of Needs and it remains a useful guide in the current circumstances.
Insights from Psychology That Explain Why People Are Responding Differently To The Covid-19 Crisis (Part 1)
The world has changed. That has created a lot of uncertainty for many people both personally and professionally. As business psychologists we, here at Bloojam, understand people and behaviour and are privileged to share our expertise with others to add some value at this challenging time.
In this 2-part blog we thought that it might be helpful to share some behavioural theories and models for you to bear in mind when considering your own response, and that of those around you, to the current situation:
Bloojam Bookclub: Issue 3
Title: Emotional Intelligence: Why It Matters More Than IQ
Author: Daniel Goleman
Who is it aimed at? Business Leaders, Salespeople and anyone who wants more than a cursory understanding of emotional intelligence
What is it about?
Written from an organisational perspective, the author argues that EI has business implications for employees and leaders alike. Goleman’s key premise is that cognitive intelligence (IQ) is not the sole predictor of workplace success – Emotional Intelligence (EI) is an equally important non-cognitive skill. He defines EI as a set of skills that encompass self-motivation, social abilities, empathy, and impulse control, among others and argues that, with the right training and support, these can be developed and improved.
Why should I read it?
Whilst it is no longer a new topic, EI is a term that is bandied about with an expectation that we all know what it means. If you want a more in-depth understanding, this book is a great place to start.
Bloojam Bookclub: Issue 2
In our second issue of Bloojam Bookclub we’re recommending a title that has something for both B2B salespeople and those in leadership roles:
Title: Stop Selling and Start Leading
Author: James Kouzes, Barry Posner, Deb Calvert
Who is it aimed at? Salespeople and Leaders
What is it about?
Research showing that at its core selling, like leading, is based on relationships. Written by highly respected experts in Leadership, this book describes their research into sales and the striking similarities between the behaviours that drive success in both sales and leadership roles. For each of the 10 behaviours described, there are practical activities that you can implement immediately.
Why should I read it?
This book combines our two favourite subjects- B2B sales and Leadership- and makes a great case for why both are important in business, and how both can learn from each other. For any aspiring leader or strategic salesperson the insights are invaluable.
When Only The Best Is Good Enough
In this latest Bloojam podcast, Jim discusses how identify top sales performers before they join your business and how to get a better return from your sales team.
Bloojam Bookclub: Issue 1
If you’re looking to further your professional development during lockdown we’re launching Bloojam Bookclub offering our recommendations of key texts from the field of business psychology that are relevant for people in sales and leadership roles. Our first recommendation is below:
Title: To Sell Is Human
Author: Daniel Pink
Who is it aimed at? Everyone
What is it about?
His principal argument is that, as professionals, we are all in sales whether we are selling a product or service or simply an idea- in fact any situation in which we are trying to persuade others to part with their resources e.g. money, effort or attention. Drawing on research from a broad range of social sciences he skilfully pinpoints three key qualities that are most valuable in moving people from one position to another.
Why should I read it?
Packed with references, the author has done the research for you and as an ex-journalist, it is easy to read and written in a format that is both insightful and entertaining.
When Only The Best Is Good Enough
We’re all far too used to settling for a team that has a one or two sales superstars, an acceptable number of patchy performers (who somehow pull something out of the bag on the last day of the month!), and a few people who used to show potential but have slightly lost the plot and failed to shine. We’ve all worked in these teams and you might even be at risk of putting together your own version of such a team right now.
The Upsides Of Lockdown
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The Upsides Of Lockdown
With businesses encouraging staff to work remotely and clients cancelling meetings, you and your sales team have a unique opportunity to focus on your own development.
Over the last few weeks I, like many of you, have found sales meetings and other face-to-face client interactions being either postponed or moved online. Initially I was concerned, and I still am, by the impact that these delays could have on my sales pipeline.
But more recently, I have found an upside. Most people will have heard the phrase ‘necessity is the mother of invention’ but who first said it? Read on to find out…
In the news… our November digest of HR articles
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