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Category Archives: Strategy

Culture Fit

Culture Fit was voted by you as the number 6 Sales Trend for 2010. What is Culture Fit? Well the first place you are likely to hear about Culture Fit is when you are recruiting for new staff or being recruited yourself. For instance, Culture Fit Interviews differ from Behavioural Interviews, in that the Behavioural […]

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Why Sales Managers need to work on the business, not just in the business

Playing “catch up” is a common challenge for organisations of all sizes. Whether you have enjoyed a period of rapid growth and prosperity, or encountered some unexpected obstacles or losses, with little warning, businesses can discover that their decision making and activity has become very reactive. Too much time is spent putting out spot fires […]

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Is your sales effort built on a house of cards?

Is your sales strategy and projected sales growth built on a house of cards? For many start-ups this is the case. Their initial sales growth often comes off the back of an entrepreneur’s ideas and the hard work of a dedicated few who pitch in, take on multiple roles and tasks all the while promoting […]

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What’s channel stuffing and why is it problematic?

How much do you actually sell? How profitable are your sales? How accurately can you forecast your sales results? How many ‘returns’ do you receive? How often do you need to discount? How often are you left with old stock? What are your sales cycles? Are your sales people rewarded on volume only or on […]

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Are you ready for the phenomenon of Social Sales?

Social Sales was voted by you as the number 4 Sales Trend for 2010. Arguably, social media is contributing to the democratisation of information and, armed with this information, customers will demand different things from sales people and companies. Customers are tuning into online communities, blogs, forums, and social networks to gather information and make […]

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2010 Sales Trend #3 – Getting back to basics

‘Getting back to basics’ is our 2010 Sales Trend #3 as voted by you, our readers. Despite the positive start to 2010 in Australia, especially compared to other post GST economies, we cannot forget the fundamentals when it comes to creating a healthy, viable sales team, culture and business. One of the real challenges of […]

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Is a climate of perpetual discounting limiting choice and eroding our quality of life?

Gerry Harvey, (Harvey Norman) was recently bemoaning the culture of discounting in our retail sector. He was saying that retailers had lost the plot and didn’t know how to sell real value anymore. He said they had fallen foul of a culture of constant discounting as the only way to attract customers, which was tantamount […]

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Why is ‘cheap’ a false economy?

Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to an action which saves money at the beginning but which, over a longer period of time, results in more money being wasted than being saved. […]

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Do you have the sales force your strategy needs in 2010?

The other week I ran a webinar for SmartCompany.com.au on ‘How to clearly manage and measure your sales team‘. During the webinar I was asked many questions, one of which came from a senior sales leader, “With some time to reflect over the Christmas break, what is the one thing I should focus on getting […]

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What are the benefits of a CRM system in your business?

First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was a manual card system kept by a sales person that usually sat on the sales person’s desk or alongside them in the car. These client […]

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