Tag Archives: Chart

Rediscovering The SWOT Analysis

One on the tools that every budding business management student thinks they are familiar with is the SWOT analysis. Below we take a fresh look at its potential and how it’s misused. Strengths – Weaknesses – Opportunities – Threats Familiarity with SWOT has bred misuse. We often see it being used to simply capture obvious… Read More »

Being In The Matrix – There Is No Spoon*

Matrix structures are sometimes the only effective way of deploying a multi-dimensional strategy. The problem is they are beyond many organisations’ maturity to successfully execute. In fact some attempts have failed so badly it can be career limiting to even suggest ‘going matrix’ around some CEO’s. However, for some organisations a matrix gives them the… 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 tough 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… Read More »

Integrating People with Technology To Drive Transformational Service Delivery

Effective service delivery can be transformed by the effective and clever integration of appropriate technology. Anybody who has ordered over the internet and received an instant confirmation email showing everything is correct will know how effectively it reduces purchasing anxiety, especially when followed up with further emails showing order progress. Or the effective application of… Read More »

What Kind Of Customer Are You Targeting?

Not all customers behave the same way because they are motivated by different things. Cost-Oriented Customers Focus largely or exclusively on the cost of the product or service, will want to get to discounts and prices very quickly. See the product as a commodity easily substituted by a competitor’s product or service. Want a favorable… Read More »

How Value Chains Mature – The Dangers of Creeping Commoditisation

Many organisations are dealing with the issue where parts (all?) of their market-place are commoditising, i.e. where the customer perceives the product/service they are purchasing is sufficiently understood by them so that the decision as to which one, independent of any technical or expert help where key benefit attributes like quality, reliability and availability can… Read More »

Are You In The Zone?

We are all familiar with being in our Comfort Zone, but what about the other performance/behaviour zones that can help you focus on being more effective and understand why you feel like you do when performing at certain levels. Working from the bottom up: If you are below the black line you are in the… Read More »

Managing Meetings

It is the time of year where most sales people will be focusing on how they are going to achieve their objectives for 2008. We often prepare for meetings thinking only about our own goals and objectives; what we want to achieve from the meeting or presentation. A technique that can be particularly useful in… Read More »

Time Management

As a salesperson, how many hours do you believe are available on average to you each year for selling? No. of days in a year = 365 days Less weekends = days Less annual leave = days Less national holidays = days Less illness = days Less training = days Less exhibitions = days Less… Read More »