We must increasingly deal with a wide range of behaviour types amongst the customer group. Our success will be increased if our versatility increases. Overview Increasingly the salesperson must be able to persuade and work with a wide variety of people. This means the salesperson must develop a ‘chameleon’ quality to quickly change behavioural style… Read More »
It stimulates a success orientated culture that constantly reinforces itself = higher standards and a self-motivating desire for ‘stretch’ performance It aligns the individual’s performance to organisational goals = greater energy around objectives and targets It gives purpose to the on-going building of individuals’ strengths and potential = increases peoples self-esteem The clarity around the… Read More »
As products and services become more alike the real competitive edge lies in the skill of those dealing with customers. Advanced Selling Skills takes selling skills to a more advanced level. Overview In a competitive situation, every minor aspect of selling becomes more important. As products and services become more alike, or can answer the… Read More »
Coaching involves someone experienced in a particular skill transmitting knowledge relating to the skill on an individual person-to-person basis. Often it consists of a demonstration followed by the trainee imitating exactly what the coach has done. The instruction is immediate, direct and the coach is seen to be taking a personal interest in the trainee. … Read More »
Discipline and Reprimand is fraught with pitfalls for the unwary. Handled well, disciplinary procedures can benefit all. Overview Discipline originally meant “to judge by correct standards.” Today the quantity of employment legislation has had a dramatic impact on disciplinary procedures. What a manager/team leader may consider to be flexible or compassion may inadvertently lead the… Read More »
The best way to measure whether a candidate measures up to job requirements is through a planned interview that will reveal as much as possible of the job applicant’s past behaviour. In revealing the applicant’s past behaviour you can assess on the basis of how various situations were dealt with historically – and thereby predict… Read More »
To be proactive, managers must plan. A good business plan provides an effective framework for managers to analyse the key issues and form plans that can be communicated with the necessary people. Overview A well-structured business plan is invaluable as a communication tool, upwards and downwards. It aids discussion and ownership. It allows the manager/team… Read More »
It can be neither but it can’t be both! Fit Organisations These are operationally effective. They have a very definable, explainable business model that is scaleable and sustainable. They obsess about optimising their model, looking for greater efficiencies and ways in using it to exploit further opportunities. Fit organisations stay very focused. They have ‘traded… Read More »
The effectiveness of a manager and the growth of the team often depend on the manager’s ability to delegate. Overview Delegation is not ‘dumping’ or merely allocating tasks. It is a skill that comparatively few managers/supervisors/team leaders process to a high level. Done well, delegation makes a significant difference to the motivation of the individual… Read More »
Supply-side (rather than demand-side) economics Unless you enjoy some form of protection (patents, regulation restricting supply etc) you will be in a market where supply is running ahead of demand. Too much ‘stuff’ is chasing too few customers. Required Action – Make your offer more distinctive, love your customers more that your competitors The cost… Read More »
Technical training has certain advantages and challenges by comparison with other types of training. This course provides participants with the key skills needed. The duration is based on a group of 4-6. Larger groups will need a longer course. Overview Technical training is more than being knowledgeable. A good technical trainer can achieve better results,… Read More »
This framework is not intended to be used rigidly and can be varied to suit circumstances. For example, a school leaver is a different case from an experienced manager. However, the advantage of starting (after initial chat) with current job (or current school, if a school leaver) is that the interviewee should be able to… Read More »
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 »
Self-aware organisations recognise that anticipating the peak of their curve is a critical business issue, one which they need to have strategies in place to deal with before the apex is reached. Here’s some clues for you: The amount of cash the business is throwing off reaches unfeasibly high levels. There are no obvious things… Read More »
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 »