Sales Audit · Sales Consultancy · Sales Innovation · Sales Leadership · Sales Management · Sales Strategy

Should You Fire The Top Management Team?

Read any of the academic papers on Change Management and Turnaround any you will see many advocate the removal of the top management team in any process requiring the turnaround of a failing organisation. Well, that’s academics for you…what do they know? Here is why you may want to think again: Top management team can… Continue reading Should You Fire The Top Management Team?

Sales Audit · Sales Consultancy · Sales Strategy

In the Middle of a Change Reaction

‘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

Sales Consultancy · Sales Strategy · Sales Training · Solution Selling · Uncategorized

Making Sales Change Stick

Investing in any kind of change or training program can be expensive –  in time, commitment, will power and often at the cost of happy working relations, in addition to the financial cost. Many change programs are abandoned or at best unnecessarily dragged out due to a shift in focus, new personnel, low levels of buy-in, poor… Continue reading Making Sales Change Stick