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Category Archives: Strategy

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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The coming together of sales leaders in Australia

I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (http://www.osf2009.com.au), along with over 120 high level sales leaders across Australia. I was privileged to be part of the panel of international and local experts presenting on sales effectiveness where we explored the latest research on sales strategy, leadership, learning and […]

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Are you creating competing motivations in your sales force?

How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which can affect team morale, client relationships, sales, staff retention, and so on. For instance, I recently met the managing director of a medium sized software […]

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Create your ‘Ideal’ sales force blueprint

Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. Tip: It’s all in the thinking and planning that happens before the execution. To help you start your thinking and planning here are two case studies from our work files where […]

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Success is a moving platform

Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you seen the role of ‘sales’ change over the last few years in your industry? How do your sales people compare to your competitors? How do […]

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Professional Services firms are feeling the pinch

Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many have to come to grips with the fact they need to sell. The market has definitely changed. You cannot sit there aggressively waiting for the […]

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Leadership, Sales and a Clear Message

Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without exception, we discussed the current and possible effects of the GFC (global financial crisis) on our markets and especially on our thinking and our actions […]

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