Author Archives: Prospero

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 »

Six Essential Requirements Of Real-Time Sales Management Information

Knowing more than your customers, before your customers, in a joined up way is now a business given. Below are the primary data sets any self respecting sales organisation should have a handle on: Customer Data The holy grail. A 360° view of what they are bought, buying, and thinking of buying by product/service line,… 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 »

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 »

Why Does Management Get Setting Annual Sales Targets So Wrong

One of the major success drivers of sales performance can be measured by the amount of ownership salespeople have for their targets. The logic is inescapable; if salespeople really own their numbers then they will work tirelessly to achieve them. The opposite is also true, if they don’t own the numbers they will spend all… Read More »