“If there are three things that you could teach your younger self, what would they be?”
What I’ve found consistently across countries and sectors is that CEOs say:
I would have spent more time on people.
I would have removed people faster.
I would have pulled people up faster.
And I would have spent more time with people.
It was consistent. The most scarce resource is talent. We are awash in capital. It’s talent that you need to drive it.
Solutions selling is fast becoming the norm for many B2B players, driven by commoditizing product markets, shrinking margins, and increasingly complex customer demands. Yet, most solution-selling companies have less developed commercial capabilities than their more transactional peers.
Recruiting and Hiring
Compensation
Training and Integration
Performance Management
Motivation