Mark's Blog

All articles are protected by copyright and may not be duplicated or republished in full or in part, without the express written permission of Mark Deavall.  Mark is contactable on markd@markdeavall.com or +27 82 465 5481.

All Management and Sales articles are dispayed below.  Click on the down arrow if you wish to toggle Management and Sales articles.

Go on. I dare you!
Go on. I Dare You!   A few years ago, I wrote an article titled “Why KPI’s Don’t Work”. Predictably the response from the Human Resources profession (the designers and custodians of performance management in most companies) was somewhat indignant. However, the response from managers throughout Sou...
Management Essentials
Ever wonder why your people's KPI's are not improving performance? It's because a Performance Management System is a bit like a score keeper at a sports event. Highly committed to the game but his only job is to keep score IN ARREARS - after the point has been won. A Performance Manageme...
Sales Tips
Tip for salespeople to close more deals: Never let a quotation leave your desk unaccompanied!
Management Essentials
Having to put someone into the disciplinary process is a failure of effective management.
Your manager doesn’t motivate you?
Your manager doesn’t motivate you?   I am always amazed at some of the things that come at me from out of left field.   This morning I received an email from a person that has been on one of our training programs. It read:   "Dear Mark. Yesterday I had my performance appraisal with my manager....
What to do? What to do? Oh! What to do?
What to do? What to do? Oh! What to do? “Sales drives the company” is a phrase that we have all heard often. And it’s true – if we don’t have sales, we don’t have a business. Sales produces revenue and we are in business to produce revenue.   So with this thought in mind, we set out on a “journe...
The Cure for the Management Migraine
The Cure for the Management Migraine:   Just this morning I was sitting with a client chatting through the management challenges that he experiences in his company. I don’t have to tell you the long list of problems that he brought to the table – you have them all every day too. They were all rela...
Is “Value-Selling” Relevant in a Distressed Economy? 
Is “Value-Selling” Relevant in a Distressed Economy?    “Yes, we’re getting a lot of calls for quotes, but right now everyone is going for the lowest price”. This is a sentence out of a conversation that I was having on the phone yesterday with a client. I had called just to stay connected and to ...
When Times Are Tough (Are you knocking on the right door?)
When Times Are Tough (Are you knocking on the right door?):   I must bash out this article in a hurry, so forgive me (Hemingway) for this unedited version.   I was visiting one of the large South African corporates today. Waiting for my contact, I sat and eavesdropped on a conversation between t...