sales management

Paralysis from analysis is generally an achilles heel of professional services it seems, and amidst all the change and carnage of financial advice simply being decisive can be a winning difference for practice owners. Indecision…

To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of…

Looking ahead at the changes you can…no… the changes you WILL make in the next year you have probably begun to zero in on the Key Performance Indicators – the KPI’s. These are the measures…

Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but…

Speed kills…except in sales….there IS a need for speed with lead conversion. By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer…

We tend to get the right behaviour when we see it and reward it repeatedly. Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it? Here are…

One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the…

The majority of professionals running practices have superb technical competency, and often have significant commercial management skills, but a very common shortcoming is “Sales Management” experience or skills. The typical result of this shortcoming is…