Seven Bad Sales Development Tools

There is a lot of ‘get good quick’ type sales development advice about. We thought we’d share with you 7 we have come across being peddled recently. Understand The Secrets Of Effective Time Management. There are no secrets, simply work out what really matters to you and prioritise accordingly. It’s like effective weight loss; eat… Read More »

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

When Business Slows Down – The Ten Fundamentals

When business slows down remember these ten timeless fundamentals: Cash is king, not profit. Obsess about tracking the amount of available cash. Chase debtors, invoice correctly. Pay your own bills on time, not early. If possible sell underperforming assets, write off old stock, turn it into cash. Losing customers is a disaster. Develop customer retention… Read More »

New Job Reading List

We’re often asked by people heading into a new management job what they should do to prepare.  We have a handy first 100 days article which will give you some ideas if you’re moving into a senior role, but if you’re heading into your first executive or graduate role it’s hard to know where to… Read More »

A Look Into The Current Workplace – Why Some Young People Still Don’t Get How To Increase/Reduce Their Credibility Through Appearance And Speech

Clothing and appearance choices have always been a contentious point between generations, here, a CEO who wishes to remain anonymous, but who was sporting a short back and sides, a smooth chin and a lounge suit explains: Dress The younger you are the more appearance will contribute to your credibility (or not). The older you… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

Starting Your Own Business?  A Way Back To Employment Or To Escape A Job You Don’t Like

After dreaming about winning the lottery the next most popular lifestyle dream is working for yourself.  Just last week the Government minister, David Willets, suggested graduates should think about starting up their own business last week as an alternative to struggling in the current job market. Often our work involves working for clients who started their… Read More »

Transitioning From Sales Manager To Sales Director – Why Many Find It So Hard

In coaching sales managers a reoccurring development need that comes from their boss is ‘they need to be more strategic’. Below we list the six major issues we’ve found helpful in repositioning sales managers: Many sales managers achieved the position because of their energy and industry. As managers they still run their teams by being… Read More »

Is Didactic Sales Development Relevant In The 21st Century?

Use Our 10-Point Checklist To Determine Your Sales Orientation In our fast-changing age of diversity, technology and talent management, can a sales organisation continue with traditional didactic sales development “this is how you do it” style of training and gain any competitive advantage? As sales people increasingly aspire to be seen as business professionals, does… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »