Competition for great sales people is tough. Recent trading conditions mean that speculative job searches by talented sales people have diminished. Keen to be seen as loyal and benefit from current job security, they are keeping their heads down. Likewise savvy employers and making sure they look after their key sales performers. Do I think… Continue reading Attracting and Retaining Sales Talent
We are all familiar with the idea that if we are looking for 100% improvement then we should be looking for 100 things to improve by 1% rather than searching for that one thing that will make 100% difference…and this has never been so true as when applied to the sale process. A recent B2B… Continue reading Innovation in the Sales Process
There are typically two truths: 1. What happens 2. What everyone thinks happens My guess is reality sits somewhere in between the two. Does this matter? Of course it matters, but in some cases it matters a lot less than others. Does it matter in a sales environment? Well that depend on whether your organisation… Continue reading So You Think You Know Your Sales Team?
Having recently been contacted to work with a professional services firm to advise on breaking through a sales plateau, I though I would share some must do’s for maximising sales in the professional services sector. Admittedly, sales is not seen as the demon task it used to be within the professional services environment. Now Partners,… Continue reading Increasing Sales for Professional Service Firms
Picture the scene; Some eight months ago I was working with a client who had seen a decrease in sales revenues over the preceding 18 months, and having tried everything they could think off the Board had invited me in to have an informal chat about what they might look to do next, in order to scope… Continue reading Declining Sales? Don’t Do This!!