We have spoken before about the fact that “What gets inspected gets respected”. Being at half year, June is a good moment to dig out the January kick-off / Strategy documents, and see how you are doing against them. This should be done publically for several reasons. Number one is that, assuming the strategy made … Read more
It may sound crazy when you are in the thick of delivering Q2 results to take an eye off the ball and think about 2013, however, there are very good reasons for doing it now. Firstly, if your product / service relies has to be budgeted for by your clients, then anytime now through till … Read more
If you have been out busy coaching in the field over the last few weeks, you may very well have noticed that some sales people consistently outperform compared to others. And you may have wished that there was a way to transfer skills across…. Actually, it is a vital part of any sales director / … Read more
If you did a good job of target setting everyone in the sales team knows what they have to achieve early in the year. Now it’s time to exercise the most fundamental act of behavioural change: “It’s not what you expect to get done that gets done, it’s what you inspect!”. In other words, follow … Read more
For many people, January is like spring: A new start, a clean slate, a new year and a new target. The festive season has often provided a “Ctrl-Alt-Delete” moment, meaning sales teams arrive into January with a certain malleability and new energy. And yet to avoid the risk of “New Year Gym Membership Syndrome” which … Read more