John Pennington

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John is one of the top consultants in sales and leadership specializing in helping people become the best they can be. He addresses, consults and trains 1,000's of people each year including organisations such as Wells Fargo, GE, Xerox, Zurich, Citibank and many more. He is the author of seven books and 100's of audio, video and eLearning programs.



BY John Pennington • POSTED ON Oct. 1, 2019

A guidebook for implementing more effective leadership skills.

In their debut nonfiction collaboration, Australian author Pennington and Australian management consultant Bindig start by addressing what they see as four key failures of business leadership: not considering the context of workers’ skills (“Some offices might prefer phone to email, so teaching a strict communication method that preferences email won’t be helpful”); inaccurately judging workers’ levels of proficiency; not paying proper attention to what the authors call “motivational drivers”; and failing to offer enough management support. In a series of short, fast-paced chapters, with each broken into multiple, numbered segments, Pennington and Bindig go on to outline a wide variety of basic managerial concepts, including dealing with workplace conflicts and building one’s own networking skills. Throughout, they stress the importance of looking inward; great leaders, they assert, must know themselves as well as they know their business: When leaders unlock their own potential, they will be able to see clearly where others are under- or overused. Readers who’ve dealt with unpleasant managers may have little patience with the authors’ notion of management enlightenment; however, even skeptical readers will find valuable ideas in these pages. The authors address at length numerous aspects of leadership and training for it, and they resolutely keep the language simple throughout. About new managers, for example, they point out that “Taking on their new responsibilities often means letting go of old ones.” There’s also plenty of all-purpose advice on such topics as recognizing and overcoming communication barriers. Such general counsel is hardly original, but it’s useful to have it all laid out in one place, in clear, straightforward language.

An often familiar but comprehensive leadership handbook for managers new and old.

Pub Date: Oct. 1, 2019

ISBN: 978-0-648-53523-2

Page count: 324pp

Publisher: Accela Pty Ltd

Review Posted Online: Dec. 10, 2019

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Competency Development Made Easy

Competency Development Made Ease enables business leaders, senior managers, those responsible for learning and development, organisational coaches and HR professionals to rapidly implement competencies required for top performance.The book is a “must-have” resource for quickly and easily aligning development for organisational out-performance and helping your people be the best they can be.

Field Sales Excellence

Field Sales Excellence covers all the skills you need to be a top salesperson, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour.
Published: Oct. 19, 2015

Sales Coaching Excellence

Sales Coaching Excellence starts with the basics of coaching, from how to initiate it and the steps to take during coaching sessions, to how to overcome the most common challenges and know when to stop coaching and start managing. After putting you on the right track towards coaching excellence, it goes even deeper into the coaching process and helps you shape yourself into the best coach you can be by focusing on your growth process alongside that of your sales people. Both beginners and seasoned sales coaches will benefit from this workbook. It is straight-forward and designed to make your coaching process effortless by giving you proven-to-work advice and plenty of practical tools, resources, and tips for every coaching situation.

Telephone Sales Excellence

Telephone Sales Excellence will help you harness your potential as a sales professional. The lessons that promise results include: * Learning how to open a successful conversation * Motivating your prospect with key questions * Gaining the critical information needed for the sale * Turning objections into sales * Building trust with rapport * Presenting a winning proposal Applying the lessons found in this course will help you generate more opportunities, greater income, and deeper professional fulfillment.