Tag Archives for " sales "

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 […]

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Five 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 […]

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When 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?

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Not 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 […]

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Can ‘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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Are You a Heroic Sales Leader Or Are You Harbouring One In Your Business?

Without a sale, no other department in the business need exist, so it’s no surprise that capability and expertise in selling should be placed front and centre in any business growth strategy. However, if the owner/entrepreneur is a natural sales person themselves, ironically that natural ability and heroic sales flair can actually become an inhibitor […]

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Navigating the commission maze

Commission schemes. Do you have one? Does it work – i.e. does it drive the team behaviours you want? And do you need a PhD in pure Maths to understand it? This is a topic that was discussed very recently with our current BAPs cohort, so here are 4 quick headlines to think about if […]

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Are you maxing the sales hours of the day?

So – how much of your team’s resources last week was focused on income generating activities? 100% perfect, 50% or I know in some cases it may even be as low as 25-30%. Even those members of your team employed in full-time sales roles, how much of their valuable time was spent on the right […]

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A Guide to Exporting for SMEs

Robert and Lara in Las Vegas

IF YOU WANT TO GROW FAST, BE READY TO EXPORT! [LARA MORGAN] During UK Trade & Investment’s (UKTI) Export Week,  thousands of companies will be opening their doors to show the rest of the world why Britain is a great place to do business. While some businesses are embracing exports and taking the world by storm, […]

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Sales IS the heart of growth

Answer this ONE question… What is the single most important strategic sales activity, that if applied consistently by your business as a whole, for the next 90 days, would have the greatest impact on your growth? I’ve just finished delivering a great Sales Secrets Academy to a cracking customer of ours and once again the […]

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