From Sales&Marketing Management’s Performance newsletter (sorry, no link): An annual survey by consulting firm Accenture of 436 senior executives at major companies around the world have identified risk management as their top concern. This is a shift from the past three years, when workforce improvement issues topped the list. Here are the top 10 current business issues for senior executives: 1. Managing risk 2. Achieving growth while increasing profitability 3. Acquiring new customers 4. Using IT to reduce costs and create value 5. Changing organizational culture and employee attitudes 6. Increasing customer loyalty and retention 7. Improving workforce performance 8. Increasing shareholder value 9. Applying innovation to stay ahead of… Read More
Continue ReadingSales Traits Series – Sense of Timing
This week’s series stops on an important aptitude for success is selling. There is nothing more clumsy than a salesperson with bad timing. Sense Of Timing The ability to accurately evaluate what is happening in such way that their statements, decisions and actions are effective, accurate and timely. This capacity evaluates a persons ability to look at the whole picture and effectively evaluate how their immediate request or action fits into the current timeframe. A salesperson with a strong aptitude in this capacity will be able to effectively interact with others by adjusting the timing with which he/she presents ideas, suggestions, criticism or solutions. A salesperson with a weak aptitude… Read More
Continue ReadingAbsentee Sales Management
Imagine your goal is to lose weight so you sign up for a 1 year membership to one of the large health clubs in town. You pay the steep initial fee and the monthly amount. In the first 6 months, you go to the club and workout a total of 5 times for 30 minutes each time. Suffice to say, you have not lost the weight you expected to lose. In fact, you have actually put on 5 pounds in those 6 months. You could call the club and complain that you have not lost the weight you had intended to lose. They will probably pull up a record of… Read More
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