Example of Successful Change Implementation: Will Wood Selling E-Learning for Training
History Will had started at Confideco in a small division, B, managing 11 people. When the company introduced a particular new product line through Division B, it was very complicated to explain to customers, and therefore hard to sell. Will tackled the problem by analyzing the sales process into phases, identifying the best people at […]
Successful Use of a Confrontational Style to Gain Influence*
Chris Hammond told us she was forced to take tough actions because of the intransigence of her boss. Note the way she marshals resources and uses a confrontational style to achieve mutual gains: When I was a sales trainee, I knew that if I didn’t make the “Computex” Sales Award, my career at Computex would […]
More Questions and Answers About Dealing with Difficult Issues with Bosses
CASE Problems Problem 2: My Boss Doesn’t Do His or Her Job Well Enough but Won’t Take Help. “My boss doesn’t do the team building and scheduling management that is her job, and she doesn’t like my direct attempts at influencing what she does. I have raised the problem with her and tried to use […]
