Category Archives for Strategy

How sharp are your team’s sales skills?

Sales Secrets Masterclass

Over the years, Lara and I have seen many organisations, from micro businesses through to large corporates, with sales teams so detached from Profit Generating Activities that they misdirect their activity and end up, at best, increasing revenue but not profit, or at worst increasing revenue but to the detriment of profit. It sounds obvious […]

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Travel Company Maps out a Fresh Sales Strategy

Experience Travel Group holidays - rice paddy

Travel specialists, Experience Travel Group, who design bespoke holidays to Asia, share how their business performance shifted with the introduction of fresh insights transforming it’s sales strategy.  “My MD made me do it!” proclaimed Nick Clark, Sales Director at Experience Travel Group (ETG), when asked what motivated him to join Company Shortcuts’ 6 month Business Accelerator Leadership […]

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Effective sales targets and rewards

sales targets and rewards

Lara Morgan shares the system of reward she established in her business to motivate her sales team to accelerate the growth of her business. She explores how effective sales targets combined with really understanding what motivates an individual are crucial to developing the team culture focused on profit priorities for growth. Reward mechanisms, the generosity to some extent and […]

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Your first sales hire – 4 tips before you start

grow your team - the right hire

The first sales hire may slow you down at first but get it right & adhere to these 4 strategic tips and you’ll set your business up for profitable growth. A question that all growing businesses must answer is: When is the right time to expand my sales operation, who would be the best fit and where […]

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Everyone in your business matters

Speaking from personal experience, Patricia Bacon, founder of Bacon Consulting shares insights on recruitment and building culture for a healthy business. You can hear her speak at our next event here on 1st October. As I have grown businesses over the years I have come to realise that recruiting the right people is one of […]

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Counting the cost

counting the cost

I bear the scars of having seen my Dad steadily (miserably and slowly) go bankrupt, losing everything, because he failed to sense check his way forward. At the time I didn’t see it this way, but I now consider myself lucky as those scars at an early age taught me the importance of the fundamentals […]

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How to interview to build culture

TEam at flip chart

Having made most mistakes in recruitment, in fact it feels like all, but also having learnt a great deal along the way through trial and alas error I wanted to share with you a few thoughts and sense checks for avoiding recruitment nightmares. Culture first It took 17 years of effort to define the process […]

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Know your selling style

Sales Styles - telesales

  Whether you approach it with fearless passion or like you do a chat with your best mate, everyone has a natural style of influencing. Even if you do not consider yourself to be a ‘natural’ salesperson, you will default to what comes naturally when put in a position that requires influence. Here, we uncover your preferred selling […]

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Lara’s Laws on Recruiting your Dream Team

Vacancies available now

  Over the years, I have employed hundreds of people and always did what I felt was right, using a sixth sense. Possibly thanks to my own lack of experience, it’s meant I do not not follow a traditional process in an interview. Recruitment decisions will make or break a company, so get them right. […]

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The work life equation

  The choices we make as individuals drive the way we spend our time, dictate what gets our most focused moments and the speed at which we get things done. Wasted time is not wasted if you plan to do nothing. It certainly pays to do nothing if you need it, in order to reframe […]

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