For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that […]
Has There Ever Been a More Critical Time to Review Your Sales Strategy?
It is almost impossible to overstate the need for every sales organization to have a well thought out and achievable sales strategy. It is a plan that guides and steers the sales team through a specified period of time and keeps them on course. Not having such a strategy can be likened to taking a […]
How to Achieve Sustained Sales Growth
In his book Fundamentals of Selling, Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson. Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make […]
The Story of Percy the Persistent Pigeon
I have never contemplated the fact that I might be even slightly voyeuristic, but now I am not so sure. You see, for the past month, from the comfort of my study, I have sporadically been witnessing the exploits of a very resilient pigeon, who I have affectionately named “Percy” – and yes, my choice […]