We see teamwork in every sphere of business, so why should sales be any different? Sales is a critical part of any business, whether it's for survival or to grow and scale. Often salespeople are seen as independent hunters and farmers working to serve their company, but that would be wrong. Salespeople may be the tip of the spear when it comes to winning business, but great sales success is built on teamwork. This book sets out to identify the key components and helps the reader understand what it takes to build the best team from people, skills, processes, technology, and systems. Broken down into chapters that cover everything from the sales process and managing opportunities, to the important role played by marketing, and why CRM is not just a piece of software. Sales is a team sport. Like all team sports there are those that play on the field and those that work to help the team perform. In any organization everyone plays a part. In the field of sales, understanding how this all comes together will not only help any company, but also anyone that reads the book and wants to get more out of their role, or move their business forward and achieve greater sales success as a team. The book is filled with personal anecdotes and real-life examples from the author's career in sales.

Companion book Remote Team Interactions Workbook now available! Effective software teams are essential for any organization to deliver value continuously and sustainably. But how do you build the best team organization for your specific goals, culture, and needs? Team Topologies is a practical, step-by-step, adaptive model for organizational design and team interaction based on four fundamental team types and three team interaction patterns. It is a model that treats teams as the fundamental means of delivery, where team structures and communication pathways are able to evolve with technological and organizational maturity. In Team Topologies, IT consultants Matthew Skelton and Manuel Pais share secrets of successful team patterns and interactions to help readers choose and evolve the right team patterns for their organization, making sure to keep the software healthy and optimize value streams. Team Topologies is a major step forward in organizational design for software, presenting a well-defined way for teams to interact and interrelate that helps make the resulting software architecture clearer and more sustainable, turning inter-team problems into valuable signals for the self-steering organization.

Shortlisted for the CMI Management Books of the Year Awards.

An expert on innovation argues that many capable women are losing out at work, and that this harms businesses, individuals, and society.

Women now outperform men at every level of education, yet in the workplace they are under-promoted and under-paid. Here, Tom Schuller examines why this happens, and asks what we can do about it.

Schuller identifies the five factors which prevent women from achieving their full potential. He argues convincingly that addressing these will not only make society fairer but also make workplaces function more effectively ― yet this will only happen if men change their patterns of work and attitudes to careers.

This book is required reading for anyone who would like to see the world of work become more dynamic and fulfilling.

The international bestseller on escaping the 9-5 and finding a new way of living Forget the old concept of retirement and the rest of the deferred-life plan - there is no need to wait and every reason not to, especially in unpredictable economic times. Whether your dream is escaping the rat race, experiencing high-end world travel, earning a monthly five-figure income with zero management, or just living more and working less, this book is the blueprint. This step-by-step guide to living the life you want reveals: * How Tim went from $40,000 dollars per year and 80 hours per week to $40,000 per MONTH and 4 hours per week * How to outsource your life and do whatever you want * How to eliminate 50% of your work in 48 hours * How to trade a long-haul career for short work bursts and frequent 'mini-retirements' This edition also includes: * More than 50 practical tips and case studies from readers (including families) who have doubled their income, overcome common sticking points and reinvented themselves using the original book as a starting point * Real-world templates you can copy for eliminating email and negotiating with bosses and clients * How lifestyle design principles can be used to live ambitiously in unpredictable economic times * The latest tools and tricks, as well as high-tech shortcuts, for living like a diplomat or millionaire without being either.

Imagine if you were there, taking notes, as a small pizza joint became one of the most successful restaurants in the world. The Domino's Story will help you understand and adopt the competitive strategies, workplace culture, and business practices that made the iconic pizza chain the innovative restaurant and e-commerce leader it is today. As one of the most technologically advanced fast-food chains in the market, Domino's has cemented their reputation for innovation, paved in industry-leading profits. In February 2018, according to Ad Age, Domino's unseated Pizza Hut to become the largest pizza seller worldwide in terms of sales. Rather than just tampering with a recipe that was working, they decided to think outside of the pizza box by creating digital tools that emphasized convenience and put the customer first. For the first time, the adaptable strategies behind the rise and dominance of Domino's are outlined in these pages. Through the story of the Domino's, you'll learn: How to create meaningful innovation without changing the core of the product that people already love. How to recognize and take advantage of unique opportunities to alleviate your customers' pain points. How to grow a company by taking a holistic approach to the business. And, the importance of delivering a quality experience that will keep customers calling for more.

This book examines the economic logic of the significant variation in growth over long periods. What's necessary for the U.S. and other developed nations to realize stronger growth and more equal incomes? What's necessary for families to feel vacations, college educations, and retirements are possible? Will artificial intelligence (AI) automate or augment workers' jobs? Will the 2020-2021 global pandemic be sufficiently disruptive to deliver fundamental transformation? Economic success in the decades ahead will depend on the willingness of households, businesses, and governments to innovate and change ways of living and working. To explore these questions, the 4th Industrial Revolution is a unique frame to assess global economic transformation, providing a point-in-time reference for placing current events in the context of sustained, multi-decade periods of faster and slower growth. Political, social, and economic metamorphoses have accompanied each revolution. This book examines the economic logic of the significant variation in growth over long periods. Climate change and the global warming consequences of fossil-fuel technologies will need to bring about a new energy technology and, if successful, result in renewable energy sources, reducing energy expense. The success of the 4th Industrial Revolution is not assured. While the future is uncertain, history suggests success requires that barriers are addressed, workers and businesses engage in the necessary change, and a positive policy response provides the needed leadership. The book proposes a Growth and Fairness Agenda and a New Social Contract through which stronger economic growth and more equally distributed incomes can be possible. Recognize traditional policy actions may be insufficient to achieve stronger long-term growth. Promote improved confidence and a positive outlook among small and medium enterprises. Encourage advances in AI technology while addressing risks and fairness issues. Support deeper worker engagement between business leaders and workers. Seek a new social contract among workers, businesses, and governments.

From the co-author of the New York Times bestseller Team of Teams, a practical guide for leaders looking to make their organizations more interconnected and unified in the midst of sudden change. Too often, companies end up with teams stuck in their own silos, pursuing goals and metrics in isolation. Their traditional autocratic structures create stability, scalability, and predictability -- but in a world that demands rapid adaptation to a new reality, this traditional model simply doesn't work. In Team of Teams, retired four-star General Stanley McChrystal and former Navy SEAL Chris Fussell made the case for a new organizational model combining the agility, adaptability, and cohesion of a small team with the power and resources of a giant organization. Now, in One Mission, Fussell channels all his experiences, both military and corporate, into powerful strategies for unifying isolated and distrustful teams. This practical guide will help leaders in any field implement the Team of Teams approach to tear down their silos improve collaboration, and avoid turf wars. By committing to one higher mission, organizations develop an overall capability that far exceeds the sum of their parts. From Silicon Valley software giant Intuit to a government agency on the plains of Oklahoma, organizations have used Fussell's methods to unite their people around a single compelling vision, resulting in superior performance. One Mission will help you follow their example to a more agile and resilient future.

In this thought-provoking and heartbreaking memoir, an award-winning writer tells the story of his father, John Stanley Ford, the first black software engineer at IBM, revealing how racism insidiously affected his father’s view of himself and their relationship.

In 1947, Thomas J. Watson set out to find the best and brightest minds for IBM. At City College he met young accounting student John Stanley Ford and hired him to become IBM’s first black software engineer. But not all of the company’s white employees refused to accept a black colleague and did everything in their power to humiliate, subvert, and undermine Ford.

Yet Ford would not quit. Viewing the job as the opportunity of a lifetime, he comported himself with dignity and professionalism, and relied on his community and his "street smarts" to succeed. He did not know that his hiring was meant to distract from IBM’s dubious business practices, including its involvement in the Holocaust, eugenics, and apartheid.

While Ford remained at IBM, it came at great emotional cost to himself and his family, especially his son Clyde. Overlooked for promotions he deserved, the embittered Ford began blaming his fate on his skin color and the notion that darker-skinned people like him were less intelligent and less capable—beliefs that painfully divided him and Clyde, who followed him to IBM two decades later.

From his first day of work—with his wide-lapelled suit, bright red turtleneck, and huge afro—Clyde made clear he was different. Only IBM hadn’t changed. As he, too, experienced the same institutional racism, Clyde began to better understand the subtle yet daring ways his father had fought back.

In Lead Your Tribe, Love Your Work , Piyush Patel offers an insider's perspective on how to unify your team around a common purpose by uncovering your core values and transforming your culture. With over 20 years of entrepreneurial experience, Piyush has discovered that-while leaders can provide opportunities-real culture comes from the heart. Using real-life examples and practical takeaways, Lead Your Tribe, Love Your Work is the ultimate guide to creating a tribe to lead and a workplace you love. Piyush challenges readers to rethink their current paths, unveiling: ; The business-owner wake-up call: How to tell when your company culture is failing and what to do to fix it ; The key to employee retention is BAM-Belonging, Affirmation, and Meaning ; Secrets to successful onboarding: How to make new employees feel like they already belong ; Constructive "uncomfortable" conversations: Tips for getting positive results from conflict ; Four questions to ask your employees to get a pulse on your company's culture ; When successful businesses happen to poor leaders: Identify negative initiatives and reshape your company before it's too late ; How to spot the difference between 'real' and 'faux' culture: Why a company with perks can still be toxic As a business owner or leader, Lead Your Tribe, Love Your Work will challenge you to take control of your culture and create a thriving company that's built for longevity.

Containing the largest bank of test questions on the market, How to Pass Advanced Verbal Reasoning Tests provides advice, practice and exercises to help you prepare for the rigorous tests used by employers, helping you to build up speed, accuracy and confidence. Testing expert Mike Bryon offers practice on a range of areas, including: - English usage - Written assessments - Presentations - Group exercises - Assessment centres Including four timed realistic tests with interpretations of your score, How to Pass Advanced Verbal Reasoning Tests covers word links, word swaps, sentence sequence, decision analysis, reading comprehension as well as critical reasoning, giving you everything you need to boost your ability and face the challenge head on.

Imagine designing the best company on earth to work for ...What would that company be like? How would you build and sustain it? As a leader, you need to know. In the past, businesses made people conform to the organization's needs. But the old paradigm has shifted. Now leaders must transform their organizations so that they attract the right people, keep them, and inspire them to do their best work. How do you create a culture people want to belong to? In this powerful and necessary follow-up to the classic Why Should Anyone Be Led by You?, leadership and organizational sages Rob Goffee and Gareth Jones identify and illuminate the six key organizational attributes to do just that. In separate chapters, they delve deeply into each one: 1. Let people be themselves 2. Practice radical honesty 3. Magnify people's strengths 4. Stand for authenticity (more than shareholder value) 5. Make work meaningful 6. Make simple rules With vivid stories and examples from global companies, the authors illustrate the kind of strong, attractive workplace culture that leads to sustained high performance. They also provide ways of assessing how your company is doing and describe the tensions and trade-offs that leaders must manage as they transform their organizations. Why Should Anyone Work Here? is the question all contemporary organizational leaders must constantly ask themselves if they want to survive and thrive in the new world. This book will help them answer that question.

Women are still underrepresented as public-sector organizational leaders, despite comprising half of the United States public-sector workforce. To explore the factors driving gender imbalance, this Element employs a problem-driven approach to examine gender imbalance in local government management. We use multiple methods, inductive and deductive research, and different theoretical frames for exploring why so few women are city or county managers. Our interviews, resume analysis and secondary data analysis suggesting that women in local government management face a complex puzzle of gendered experiences, career paths and appointment circumstances that lend insights into gender imbalanced leadership in this domain.

Sewing Hope offers the first account of a bold challenge to apparel-industry sweatshops. The Alta Gracia factory in the Dominican Republic is the anti-sweatshop. It boasts a living wage three times the legal minimum, high health and safety standards, and a legitimate union-all verified by an independent monitor. It is the only apparel factory in the global south to meet these criteria. The Alta Gracia business model represents an alternative to the industry's "race to the bottom" with its inherent poverty wages and unsafe factory conditions. Workers' stories reveal how adding $0.90 to a sweatshirt's production price can change lives: from getting a life-saving operation to reuniting families; from obtaining first-ever bank loans to getting running water; from purchasing children's school uniforms to taking night classes. Sewing Hope invites readers into the apparel industry's sweatshops and the Alta Gracia factory. Learn how the anti-sweatshop started, how it overcame challenges, and how the impact of its business model could transform the global industry.

Organizational appetites for diversity, equity, and inclusion (DE&I) have never been more acute. But how can these new efforts, which often call on old strategies, now result in better outcomes? This book deconstructs and rebuilds the fundamental concepts of inclusion to reclaim their transformative potential for DE&I practitioners and the organizations they work with. Organizations of all types are making unprecedented investments in unconscious bias training, diversity recruitment, and anti-racism education. Words like belonging and equity are on the list of aspirational outcomes for these efforts, but the pathways to those goals are unclear because their implementation has been reactionary, supplemental, and in too many instances cosmetic rather than systemic. In Reconstructing Inclusion, Amri Johnson, CEO of Inclusion Wins, explores why that reactionary stance persists and provides a framework for designing a systematic approach that empowers all stakeholders in these efforts-everyone-to thrive. In deconstructing and rebuilding inclusion's most fundamental concepts, Johnson illustrates an "Inclusion System" that outlines the conditions critical to inclusion becoming normative-accessible, actionable, sustainable, and positively contributing to the organizational mission. Reconstructing Inclusion offers a guide to better understanding the historical context of inclusion, a rethinking of the efforts organizations are undertaking now, and an actionable, robust approach to carrying this work into the future.

As remote working becomes the norm rather than the exception for many office workers around the globe, The Nowhere Office proposes a radical new way of thinking about work both now and in the future. Offering a strategic and practical guide to negotiating this pivotal moment in the history of work, The Nowhere Office addresses the problems which beset work - the endemic stagnant productivity and crisis of stress which predate the pandemic - and the new challenges of remote working, repurposing offices for more creative interaction, managing WFH teams and satisfying the demand for more purposeful work with greater work/life balance. Drawing on history, cutting-edge research and extensive interviews Julia Hobsbawm argues persuasively that now is the time to develop something better, more meaningful, and, crucially, more workable.

In the modern age of remote working and flexible work hours, why have most office spaces remained relatively unchanged for decades? In Where is My Office?, Chris Kane draws upon his extensive knowledge and experience in commercial property to investigate the new-found significance of innovative corporate real estate thinking in the modern workplace. With the rise of agile working, hot-desking and new technological innovations, the traditional office space no longer serves the needs of the modern workforce. With a foreword from Mark Thompson, CEO of The New York Times, this fascinating book highlights the bold new solutions to workplace practices which have the potential to invigorate employee productivity while simultaneously trimming excess costs. Chris poses his ground-breaking 'Smart Value' formula which underpinned the success of his redevelopment of the property portfolio of the BBC, and which can be adapted to enact meaningful and lasting organizational change in any business. This formula is supported through in-depth case studies from Chris's prestigious career, while interviews with prolific industry insiders such as Ronen Journo, SVP of WeWork and Mark Dixon, founder of Regus, provide fascinating insights into the ground-breaking strategies that are transforming the commercial property sector. Where is My Office? is a must-read for any business leader looking to revitalise their workplace and develop a greater understanding of the beneficial impacts that innovative workplace strategies can have upon their organization's success.

Although most jobs are initially designed by managers, employees also play an important role in this phase through a proactive behavior called 'job crafting'. It describes a bottom-up approach that consists of customizing and modifying structural, relational, and cognitive aspects of one's job to match personal skills, attitudes, and inclinations. The literature on this subject has been developing for over 20 years but requires a recapitulation to bring together different and often disconnected contributions and provide a concise research agenda for scholars wishing to approach the study of these issues. This book provides a conceptual framework on job crafting by demonstrating how its practice results in a more meaningful and satisfying work experience. This book is the first to investigate this area of study in such a complete and exhaustive way: it takes a managerial perspective to identify the antecedent and outcome variables of job crafting and suggests behaviors which managers should steer clear from to avoid facing negative and unexpected consequences.

Solving the Strategy Delusion matters to anyone interested in realising strategy in the 21st century. The book challenges conventional and 'delusional' approaches to strategy. It offers different ways of seeing, thinking, planning, acting, and mobilising when it comes to making strategy happen in a world of volatility and complexity.