So, what are the biggest problems our clients face in their quest for consistent sales growth? Lack of sustainable sales? Squeezing of margins? Customer retention / loyalty? Lack of an effective CRM system? Crowded and competitive marketplace? Retention of sales people? Price of product or service too high? It could be any or … Continue reading
Recently, a Sales Director asked us for some advice about improving her company’s sales volumes, margins and customer experience and retention. They had robust sales processes, their sales managers were good at coaching, mentoring and supporting their salespeople, and their salespeople themselves were meeting lots of prospective clients. They were reaching their sales targets but … Continue reading
So, what’s the secret to making more (profitable) sales? It’s AARDER that will make it easier … A = Attitude: Developing an expectant and positive attitude and an infectious enthusiasm is the foundation from which everything else flows. Without it sales people and sales managers should stay at home. A = Actions: Consistent and effective … Continue reading
The very term “managing change” suggests the approaches most organisations take are inherently wrong. It infers it’s a tug of war. It implies people are being “dragged through the hedges” kicking and screaming … and all too often that’s what happens. Staff are frustrated that managers don’t lead the change, they just “issue instructions” – … Continue reading
New Year … New Decade … New targets to exceed! When was the last time you heard a talk, or a speech, at a meeting or conference, which left you feeling: Absolutely and thoroughly uplifted? Full with sustainable enthusiasm? Invigorated? Burning with conviction and focus? Wanting to “go and pull trees up with your … Continue reading
“How many times do we have to explain why this change and improvement is necessary? Everyone tells me they understand … but as soon as my back is turned, they continue like nothing has happened!” It is really worrying how many organisations we’ve met within recent months who are struggling to get business critical changes … Continue reading
Let us first tell you what doesn’t … pay and rations, “bean bag” relaxation rooms, dress down days, “homemade cake eating” Fridays, etc. … Culture is not to be trifled with (no pun intended!) … it’s the key to hard driving and much needed, if not critical, sustainable business improvement. Culture is the single biggest … Continue reading
We’re not “telling tales” out of school here when we say 66% of UK consumers believe the customer experience has deteriorated over the past three years and 81% of customers would be willing to pay more in order to receive good, or great, customer experiences. As 2020 fast approaches can you confidently say you … Continue reading
As a new year approaches, it’s often a time for reflection on the year just gone, and a time for projection on the one which is about to begin. When a new decade dawns, well, that makes the period of reflection and projection all the more critical. We reckon that you’re no different from everyone … Continue reading
Fact: only 66% of adults have ever made a New Year’s resolution … and … only 17% keep to them! The old adage that “you can do anything when you put your mind to it” is true – it’s just that most people never get shown how to properly use the super-computer in their … Continue reading