The Four Most Difficult Sales Types to Manage

Managing salespeople is never easy. The top performers who also do things in the approved fashion and the chronic under performers are relatively straightforward to sort out. It’s the awkward squad who are trickier. Below we offer a snapshot of four of the most common types. The Prima Donna. Very successful, comfortable in their position,… Read More »

Understanding The Motivations of Procurement Departments

Any high value sales team will know all about procurement departments. They intercede themselves between the line management decision makers and the selling organisation. Their mandate is very clear – to cut the cost of their organisations’ purchasing expenditure. To do this they have to create a market for the product or service they have… Read More »

Dealing With Objections

Whatever your product, there will come a time when your prospect raises an objection – a reason for not accepting what you offer.  Customers use objections to play games with salespeople. They also use them as a way of expressing in a deal: “I don’t think we can use this…” can often mean “Tell me… Read More »

The Three Causes of Failure

When a salesperson (or anybody for that matter), isn’t performing it’s useful to think about causes not symptoms. There are three root causes as to why somebody isn’t performing: Category 1 – Knowledge Skills Deficit The person isn’t effective because they don’t have the skills or knowledge perform to the required level. The most common… Read More »

How Do You Define Value?

The concept of value is an endemic factor of business life. Every organisation is selling ‘value’; every purchaser (whether another business or consumer) is looking to buy ‘value’. So what exactly is value? When helping clients with the development of their customer values propositions (CVPs) we a simple but powerful equation: Benefits – Costs = Value… Read More »

The Ten Blockages to Learning at Work

Over the last thirty years colleagues have been frustrated at organisations not supporting their employees in learning, managers who feel training their people is a waste of money and individuals who believe that attending training or having coaching is a waste of their time. It’s not surprising to hear that people complain about other people… Read More »

The Quick And Dirty Way To Lean

Lean as a management tool is based on a simple to say, more difficult to do set of four principles; Create nothing but value adding processes (eliminate waste) Centre design around the people who add the value Flow value creation around demand (delay resource commitment)  Optimise across organisational boundaries, structures, etc Lean is about looking… Read More »

Seven Steps To Building Peer Group Pressure

Peer Group Pressure is the glue that binds high performing team together, creating a self sustaining level achievement within a supportive framework. The Benefits Management can spend less time checking and policing, more time developing building and coaching people A greater sense of belonging is achieved, the inclusiveness informing coherent and aligned behaviours The team… Read More »