When you look are the various options available to improve sales performance, improving your hit rate has to be your number one focus. It’s the key to working smarter rather than harder! The interesting thing is, even a small incremental improvement can have a significant impact on your sales results. For example: If a sales … 
Key Account Management is more critical than ever for two main reasons. Firstly, because fewer customers represent a larger share of your sales, and Secondly, your efforts to grow and expand your business hinge on your best people learning the skills needed to succeed in this complex environment. So why is Global Account Management challenging? …
Motivation is a fragile thing one minute it’s there the next it’s gone! Disappearing like the Spring morning mist. If you are a sales manager maintaining your team’s level of motivation is a key priority. You know how important it is to them achieving top sales results. However, here’s the challenge, you are under pressure …
Planning a CRM program can be as simple as building consensus with the key stakeholders all of whom have a vested interest in customer retention. Or a complex endeavour involving a multi-month project to discover all the requirements via individual interviews with stakeholders from across the company. Two recent experiences have highlighted the importance of …
Nearly every board meeting, committee or city hall meeting I’ve ever attended, unless it was chaired by a very skilled individual, vacillated between strategy and tactics. They were all over the place! This lack of clarity causes many organisations to never really decide on anything. A simple equation that clarifies this situation is: A strategy …
How many firms really possess accurate information on their sales forecast and overall sales pipeline? Take a walk around the departments in your organisation and you will see many departments that are much more advanced than sales. They enjoy a fundamental understanding of their internal workings, and are able to direct their day to day …
We all should learn to live with an amount of uncertainty in life that’s only normal! But early in the year it’s easy to let these feelings of doubt and uncertainty take over as you think about achieving this year’s business target. Today, I’d like to share with you an experience that I think you …
It’s long been recognised that sales is almost entirely a mental game. As I look out across London this morning we are shrouded in a layer of thick fog. Which reminds me of the feeling that can easily develop mentally if you don’t have a clear and structured approach to your sales process. As sales …
Of course you’re productive! But tell me what’s the biggest challenge to executing all the great plans and goals you have? Very often isn’t it all the minor everyday interruptions that distract your thoughts, rob your focus and soak up your valuable time? If you can relate, here are 3 keys to overcoming the Busy …
3 Keys to motivating a high-performance team. As a sales leader, you constantly work to set the pace and direction for your organisation. As we head back to work after the Winter holidays getting this year’s sales strategy implemented and the team fully motivated can be a challenge! So how can you GIVE EFFECTIVE ENCOURAGEMENT …
