Many of the turnaround projects I work on have common themes. Primarily, these can be summarised under the heading that ‘the business is working in the dark’ What does this mean? It means that the business lacks clarity, transparency, and accountability. One of the key areas where this causes the most confusion and uncertainty is in the… Continue reading Documenting Sales Stages – Building Clarity, Transparency, and Accountability in the Sales Pipeline
I am a big fan of looking at the numbers in any sales team performance – not because the numbers tell me everything, they certainly don’t. However, the numbers do focus my attention on where to start, where I can help the company score the biggest sales wins in the shortest possible time. Apart from… Continue reading 8 Things That Organisations Forget When Measuring Sales Performance Metrics
Every single buyer is different. Every single sales person is different. The skill, which rests primarily on the shoulders of the sales person, is to find a common interface so that the boundary that may exist between the buyer and the seller starts to disappear until such a point that it is almost impossible to… Continue reading Your Sales Team – Make or Buy?
I was with an MD a few weeks ago mapping out the sales strategy for 2014, he is a new client and whilst he had made money in 2013, the margins were shrinking and he felt his firm were being held to ransom by customers who were having their heads turned by competitors offering more commodised… Continue reading Performance Management in the Sales Process – Daily, Pro-active with Remedial Action