I’ve been thinking about the KISS principle. KISS is the acronym for ‘Keep it simple stupid’ and is attributed to Kelly Johnson who was the lead engineer at the Lockheed Skunk Works in the 1960s. KISS referred to the design…
It’s exam results time again and there are a lot of people hoping they got lucky. We wish someone ‘good luck’ when they’re going to an exam, but what exactly are we wishing for them? Do we think they need…
Sorry, not really. There’s always a lot of discussion around finding a magic sales growth formula with analysis of sales and how to improve them, new strategies to make it happen but all these are meaningless without the right staff. …
Business speaker Jaynie Smith, states a value proposition must provide a clear answer to a single question: “Why should I buy from you and not your competition?” According to the Vistage post where Smith made that point, 95 percent of…
Sales staff unsuccessful at the end of the year? The reason is almost always the same: they spent too much time on deals that didn’t close. Avoid this next year by using the SCOTSMAN© sales model. As Lord Sugar’s trusted advisor…
Accurate forecasting is the responsibility of both the MD and the salesperson. Both have a vested interest in accurate reporting and both will find it impossible to do — and ultimately to keep — their jobs if they can’t consistently…
David A.Brock, author of ‘The Sales Managers Survival Guide’ posted an article entitled ‘A Frightening Look At The Cost Of A Sales Person’. He suggested that the average tenure of a Sales Leader is just 19 months and that 47%…
Without a sales plan, the lofty goals of business plans have trouble coming to life. Business plans often contain spreadsheets filled with optimistic numbers and outrageous revenue targets. What they rarely do is outline a strategy for getting there. A…
