Cut The Cake or Build a P.A.M?
One of the biggest decisions you will need to make as your sales team begins to grow is how to structure it across your entire customer base. Unless you want your people stealing the best leads from one another, selecting which are their ‘best’ clients and mismanaging the rest, or increasing the cost by overlapping […]
Continue readingAvoiding Sales Recruitment Nightmares
Ask a room full of entrepreneurs if they’ve ever made a recruitment mistake and everyone will raise their hand before regaling you with multiple horror stories of recruitment nightmares, none more so than when expanding their sales team.
Continue readingFive Quick Fixes to Improve Your Sales Productivity
I spend all day everyday fine tuning my clients’ Sales Engines and not surprisingly there are some common quick fixes’ that I see time and time again. These often small changes will have a massive impact on the output of your own sales function (and remember I purposefully call a company’s sales function their […]
Continue readingBuilding A System To Encourage Learning At Work
Last night I gave the keynote address at my old school’s Speech Day… Apart from being an immensely humbling experience, being back on the platform, this time handing out awards and certificates rather than receiving my (then) very thin envelope of academic achievements, I used the opportunity to remind the graduating class of the importance […]
Continue readingWhen Was The Last Time You Stress Tested Your Sales Engine?
As business owners we’re used to focusing on controlling the controllables and letting go of everything else, but how many of us can ever recall such politically and economically turbulent times?
Continue readingThere’s An App For That
How many times have you heard one of your employees tell you about yet another App or piece of software that will help with some minutiae part of your sales process? But if you’re not careful you can end up adding unnecessary complexity…
Continue readingLessons From The Best In The World
Last month, during our family holiday to Walt Disney World in Florida, I took the opportunity to spend a day ‘backstage’ on a behind the scenes Business Tour. How could you not want to learn more about how Disney does Disney? But before I share some of the keys to Mickey’s Magic; Yes, the secret […]
Continue readingNot All Sales Engines Are Created Equal
One of the most popular parts of my live keynote is the explanation of the different types of buyers, their different motivations and the different types of Sales Engines a business must build in order to serve these differing customer journeys. It’s a mistake to assume because you’ve cracked one route to market, that you […]
Continue readingAvoiding Insanity
If like most ambitious business owners your focus is on growth, have you formulated a plan on how to achieve that growth in 2019? Will you increase your market share, your Average Order Value, or entice your customers to purchase more frequently? Ultimately every sales plan boils down to one or more of these three […]
Continue readingCan ‘Sales’ Ever Be A Professional Career?
If you’re a parent, imagine how you would feel if your thirteenyear-old, whilst sitting around the dinner table one evening, proudly announced that they were choosing their ‘options’ at school based on their intention to pursue a career in sales. How would you feel? Proud? Inspired? Relaxed? Or perhaps, worried? Anxious? Annoyed even? Would your […]
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