Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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Want a viable future? Opportunities abound in the Common Good

By / / Attitudes & Behaviours, Business Acumen, Case study, Common Ground, Environment & Sustainability, Ethics & Values, Innovation, Opportunity, Optimism, Selling Better, Sustainability & Environment

What type of board member, CEO or sales leader are you?

  • Are you stuck in the day-to-day looking to meet your monthly and quarterly targets, looking to maximise profit, shareholder return and your bonuses?
    OR
  • Are you looking into the future to see what lies ahead ensuring there is a viable sustainable path for all to follow and participate in?

    • In today’s world everything is up for grabs.

    Old institutions are crashing and dying because they held onto the past and failed to adapt.

    Take Thomas Cook Travel as a current case in point. While their leaders were bathing themselves in 29M pounds of bonuses, …

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    The Sales Juggling Act: how to keep your eye on the sales prize

    By / / Attitudes & Behaviours, Case study, Education in Sales, Sales Culture, Sales Leadership, Sales Management, Sales Results, Sales Strategy, Selling Better

    Sales is integral to business. Without sales we don’t have a business.

    But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high.

    Sales operations and teams are also fragile ecosystems. Set up well to perform to a standard, they require constant hands-on leadership and stewardship; it’s like keeping a set of spinning plates spinning. Take your eyes off those sales plates for a second and everything can come …

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    Avoiding a Kodak Moment: A positive Case Study on managing change for better sales & business

    By / / Attitudes & Behaviours, Case study, Sales Driven Organisations, Sales Leadership, Sales Results, Sales Strategy, Selling Better, Success

    A positive Case Study on managing change, pain and quick wins in line with a Long Term Strategy

    Human beings, by and large, are notorious for staying with what is familiar to them and not wanting to ‘rock the boat’, instead chasing the familiar quick fix, the easy option, that which feels safe and comfortable.

    ‘Why not get as much out of today as I can and to hell with the future’. Boom and bust mentality.

    ‘We’ve always done it this way, no need to change’. Staying in our comfort zone mentality.

    ‘If it’s not broken, why fix it?’ Not keeping an open mind …

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