In the last few years, I have several times been invited, as a prelude to training programmes, to address teams of Sales Managers on how to grow their business without simply sacrificing profitability. This article is a blend of the content of those addresses. For the sake of this discussion, the pie represents the [...]
Training
I continue to be amazed at how many businesses I discover that do not measure or track their sales activities in any meaningful way. Here are some of the guiding principles I recommend for businesses that are introducing sales tracking. 1. Salespeople must log as much enquiry as possible. Even customers who are, for example, [...]
I am often asked by clients for advice about the best place to conduct training. My advice varies depending on the client's individual circumstances but one of the most reliable guidelines I follow on recommending training venues is that 'the best place to learn to swim is in the water'. Learning to Swim Imagine you [...]
I was driving between appointments today and listening to music. In my playlist was a song called "Hard Act to Follow" by Split Enz. This song was a favourite of mine in the early 1980s and I started singing along. As I drove and sang it occurred to me that I was singing some incorrect [...]