Articles

Applying New Approaches To An Old Team

Can you increase the performance of a sales force when they already seem to be working hard? The team are making quota but can they still deliver significantly more growth without burning themselves out? Through the numerous business reviews I have conducted, I have identified the following traits as common issues within the Selling Function where past practices are being followed. Read further...

 

How Companies Leave The Door Open For Competitors To Raid

With changing economies and market globalization, companies now face competitor behaviors that they may not have ever experienced before. Customers have instant access to purchase goods worldwide with little problems and the more comfortable they become with the experience, the further a field they are willing to travel. Read further...

 

Managing Knowledge In Sales Forces

When the matter of knowledge management and systems is raised in conversation with many sales managers and directors, they immediately look to the financial reporting within the company. They can run a plethora of reports on customers by product, turnover and margin which can be extrapolated to regions and a myriad of other reports by design...Are these systems? Read further...

 

Sales Managers Who Make A Difference To Organizations

Your sales management will define in many cases the overall culture of an entire organisation. How can they yield so much power and have such a significant impact on the company they represent? Read further...

 

So What Is More Important In Business, Sales or Marketing?

There is always discussion over whether the key to any organisation’s growth is Sales or Marketing. Is it the salespeople who are signing deals or the marketing team that are creating the awareness and potentially leads? Read further...