Sales Performance Improvement If you’re in sales then you know that this is an industry where constant change is part of the function. I, probably much like you, read 100’s of sales articles a week, talk to many sales professionals (and some sales un-professionals) from many diverse industries, plus I digest a handful of current… Continue reading Sales Performance Improvement – Are You Falling Into The Trap?
You may be the kind of Sales Leader who loves sales meetings, or you may find they cause you more confusion than clarity, create more disappointment than hope…so in answer to a query that came in last week, here are a few hints and tips about running a solid sales meeting where you get clarity and sanity. You… Continue reading What is Poor Sales Forecasting Costing You?
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
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
Sales people are the ultimate change agents. Every single day they pick up new knowledge, fully immersed in their industry and sector they push the boundaries of what buyers can do and how buyers can use what they sell. If you really want to know what’s going on in your industry, ask a professional sales… Continue reading Has Your Business and Sales Team Jumped the Sales Divide?
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?