Tag Archives: Links

Is Your Organisation Fit Or Sexy?

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 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 »

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 »

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 »

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 »