All week I’ve been mapping out the benefits in creating value in your business. The same value that will help you to comfortably increase your prices, even if you’re in a highly competitive market. Value that overwhelms and impresses the hell out of your customers and prospective buyers.
There are over 70 strategies that support new business development. Some will suit your business, others wont. Some will be perfect for you if you’re in a continual price war, some will be better designed to work out how you take control of your market via innovation. Whatever your sales and business performance is at the… Continue reading New Business Development Strategy – Time to Think Again?
You may all have heard of ‘Hire on Skills – Fire on Attitude? Well, I’ve always found it to be very true, and even more so in recent months…. I spent some time monitoring a small sales team last year. One Business Development Manager had an identical sales pitch regardless of who he presented to,… Continue reading Hire on Skills – Fire on Attitude
‘Whatever got your business/sales into this state won’t get it out of this state’ Whether your sales team and business is failing because of the people, the culture, the product, the pricing etc…..continuing to move forward using the same tools will never work. Kotter – the master of change will tell you that over 70%… Continue reading In the Middle of a Change Reaction
It would seem intuitive to suggest that linking additional rewards to additional outputs would be a win for both stakeholders and shareholders, but is this really the case? In many organisations the Stakeholders (sales team and sales management) and Shareholder’s views and needs are polar opposites… the former wants the highest rewards for the lowest… Continue reading Sales Performance Related Pay – Rewards Schemes for the Sales Team
Sales Performance Management: Time to let them go… One of the trickiest things in sales performance management is knowing when enough is enough. With this in mind, one of the most common questions I hear is – How long do I give this sales person before I cut my loss and move on, recruit again? Simple… Continue reading Sales Performance Management: Shall We Fire Him?