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What are the benefits of a part-time Sales Director?
Many growing businesses don’t consider the advantages of hiring a part-time Sales Director. Business owners think of employing a Sales Director as a binary decision: when we’re big enough I can employ a Sales Director.…
How small businesses can drive sustainable impact. Part 2: Community
We wrote last month about the climate crisis and how it’s difficult to know where to start in fixing the problem. For many businesses, community is at the opposite end of the scale. Most organisations…
Three steps guaranteed to boost sales team effectiveness
If you’re really short on time, the ways to boost sales team effectiveness can probably be summarised in three words: Direction, leadership and skills. Business owners often stress about recruiting the right sales person –…
How small businesses can drive sustainable impact. Part 1: The environment
“I am only one, but I am one. I cannot do everything, but I can do something. And because I cannot do everything, I will not refuse to do the something that I can do.”…
The importance of customer loyalty and how to measure it
If sales measures had a Greatest Hits catalogue then customer loyalty would be the one everyone is singing along to. Customer loyalty is the banger that keeps everyone singing long after the band have left…
How to choose the best psychometric profiling tool for your team
Many large organisations use psychometric profiling tools nowadays. If you’re an employee you might have been asked to complete a number of them on different occasions! But if you’re in control of your company budget…
How to create meaningful sales measures
We wrote previously about the importance of sales funnel measures. In this article we’re focusing more on sales measures and results. How many sales measures should I have? A question you might want to consider…
How questions can improve the performance of your team
I remember my very first day at school. It sticks in the memory because the teacher asked a whole bunch of questions and a couple of us were able to answer them all correctly. In…
The importance of sales funnel metrics
Sales is all about the numbers, right? If you’re in a sales job and you’re falling short of budget then you’ll have questions to answer. In some organisations if you miss target for three months…