I used to work with a business man who was as good at coaching as he was at growing a multi-million pound business.

“I really pity the man that doesn’t know he doesn’t know.” He said to me one day, almost 20 years ago. It took a while to land but he was talking about that thing everyone is afflicted with – a blind spot.

The phrase ‘blind spot’ comes from the Johari Window, a psychological model developed in 1955 by Joseph Luft and Harrington Ingham — the name “Johari,” comes from a blend of their first names.

It was originally created as a framework for understanding and improving interpersonal communication, particularly within group dynamics and team settings.

As a coach, a manager to as a sales person intent on improving, it's important to spend some time looking for that which is harder to see - or those characteristics that you have been spending a lifetime trying to avoid

It's hard to fix what you cannot see

Paradise 23

Joy Mantra

Beginning a new learning journey and I have picked up some valuable insights already - one being the use of the word 'why' in sales and the importance of finding a different way of asking that question without it.

This podcast suggests a rethink on your questioning / information gathering techniques. I also talk about the value of learning later in life and starting the journey of getting to know yourself better.

When not to ask why

Auntie Flo aka Brian d’Souza is back with a new album 'Birds of Paradise' on his imprint A State of Flo which we've just reviewed on the site. We like Flo or Brian d’Souza as he is known to his mum. He wrote a really great article about how hard it is to be an independent artist these days and seems really honest both in his approach and his music. Which brings us nicely to this mix which pulls together all his nice afro ethno influences before zoning out into a horizontal come down... It's a lovely journey.



TP550 Auntie Flo

Contracting is a concept that that has been applied to the coaching, psychotherapy and counselling industries whereby boundaries are created and clarity given to collaborative work between a coach and a coachee.

Is this something that can be applied to our meaningful interpersonal relationships and is there space for it to add value to your sales activities?

Many coaching methodologies offer guidance in how to bring the prospect and customer forward in a sales discussion but for me it is the true intention of collaborative selling whereby you establish and agree the protocols of engagement - PURPOSE, PROCESS and mutual EXPECTATIONS.

Every good discussion works better when there is clarity, respect and and understanding of why the discussion is being had in the first place.

What do you think?

The principle of 'contracting'

A first networking event in years - a breakfast event at The Reform Club on Belfast's Royal Avenue in the company of business leaders, listening to journalist Simon Kuper talk about what business can learn from sport.

Simon has written books on Barcelona, taking a different approach to Damian Hughes but also writes extensively across other areas than sport. A journalist for the FT he brought a perspective to the topic that has me moderating my own view - that sports teams and business teams are very different my nature - there are clearly some areas of crossover.

A very worthwhile event and grateful for the invite as well as the opportunity to meet some very interesting people from different corners of the north. (thanks to Joanne at Clarendon and AAB and MLN.)

Simon Kuper at The Reform Club

Helping ambitious SMEs and sales leaders unlock performance through strategic coaching, sales training, and practical growth advice rooted in 20 years of real-world experience.

I’m Paul McAnallen, founder of Shift Control, a consultancy that works with SMEs, sales leaders, and founders across Ireland to improve sales performance and leadership effectiveness.

Over the last 20 years, I’ve helped hundreds of businesses accelerate sales through strategy, coaching, and leadership development. From creating go-to-market strategies to developing SDR teams and mentoring senior sales professionals, I bring a no-nonsense, high-impact approach to driving commercial growth.

With deep cross-industry experience and a commitment to clarity and action, I work as a trusted growth partner — not just a trainer — helping businesses turn potential into performance.

The principle of 'contracting'

The Shift Control Podcast