Why forecast? Hire enablers instead!

Does forecast meetings boost you and your team? So many companies put such a great effort in forecasting, hours and hours in meetings. Does it really help the business? Are you motivated after your forecast meeting?

I haven’t made any direct business out of those meetings in my career so far. So, why do you have forecast meetings? Is it because you as a manager are too far away from the business and the only way to get control you need those meetings…or is it a fact that you do not have the enablers necessary to drive the business with success? Your company need you to provide information, so you attend pipeline and forecast meetings week after week. Or are You the boss who requires this…?




Why forecast? Sometimes you need to predict the future, or at least try to predict it as a foundation to make decision on. True. On the flip side this will often take too much effort in your organization. I’m convinced you will gain more business from a face-to-face meeting with a client or if you put the same amount of hours in selling or hiring enablers instead of having meetings about things that “might” happen. If you dare to cancel those meetings and focus on sales and hiring skilled people “enablers” (those people who really make sure things happens), I think you just increased your sales!

The laws of physics are ruthlessly inflexible, and as it turns out, if you are in your office in a meeting, you can’t also be sitting in a face-to-face meeting with your client. Nor can you be making prospecting calls.

Hit two birds with one stone. Now, cancel those meetings and leave your comfort zone, increase your sales and your teams motivation.


Get rid of Commission…go for high fixed salary

What does Commission do to You? Are you really motivated by your Commission. If so, you should have it, or maybe you should change job right now. Why’s that? Well, would Messi score more goals for his team Barcelona if he got a big $$$$$ check for every goal he’d make? Don’t think so. It’s about the excitment to master something that motivates you, not the money itself or a higher reward for doing a certain task. Would you be faster or more efficient with Incentives in your job today? Carrots and sticks questions:

Motivation 1

1) If you Reward something. Do you get more of the behavior you want?

2) If you Punish something. Do you get less of the behavioryou want?

According to a study at MIT and University of Chicago this is a fact.

As long as the task involved used only mechanical skills bonus work as expected i.e. higher pay = higher performance.


once the task called for rudimentary cognitive skills only, a larger reward led to poorer performance! How could that possibly be?

Well, if you want to motivate your colleagues, get rid of Commission and you’ll see…if you have the right people for the job i.e.


Bring your friend to your company

Why would you bring a peer to your Company?

To answer that question, you have to ask yourself why you work for a Company.

Money provides basic motivation. Take that issue away and you will find what’s really motivating. Not the Money, that’s for sure.

Top list today according to about.com is:

  1. Controle of their worklove-my-job-sm
  2. To belong to the in-crowd
  3. The opportunity for growth
  4. Leadership is the key motivation



Employee brought another peer into our company

Today one of my colleagues pointed out another top player in the IT Infrastructure business that led to a hire. How can you motivate a colleague to bring in another guy. With incentives? No, not if you ask me. Many companies try to buy referals from their employees. It does not work like that. You have to create a Culture and a Company where everybody wants to work. If you create that kind of climate players will bring other players to your team. People has to believe in the Company Culture so much that they even try to convince other peers to work for the same Company as they do. Management is one strong success factor to make it happen…

I’ll explain more in detail under “Company Culture”

Colleagues that rock

Today I had a great experience. One of my colleagues just made a thing happen. As a manager this is the best gift ever. He just asked to take over the responsibility of purchasing hardware for our Company and there it was, a list of all servers, laptops, desktops and mobiles AND to whom they belong. That,s a list worth paying for. He got a new phone. Thanks!


Today all our Consultants came to HQ having one of the best blog seminars you can imagine. Brit Stakston and Nikke Lindqvist came by. A few weeks ago we decided to increase our presence on the market. Now 100% of the players in the team are up and running with at least one blog each. High motivation and a lot of entusiasm came out from that meeting!

Company culture

First of all…it is NOT the money that motivates people

My experience as a CEO tells me that the key motivator is the Money…up to a certain level. Wonder what motivates me most? To interact with people. This is a blog. No interaction with people. Why do I even bother writing a blog?  I want to share some of my success stories around the topic: Motivation!

Hello world!

Are you motivated?