Customer Expectations Have customers changed? In a word – yes! But you knew that already. How have they changed? They: Are more demanding Have higher expectations Have a more pressurized lifestyle Want everything, but don’t necessarily want to pay for it Are less tolerant Want more for their money, time and effort Are driven by […]
Whatever got you where you are today will not be sufficient to keep you there in 2016
A rapidly changing environment is the regular background against which organizations must develop. Change is continuous and will become more rapid as we move forward over time. Senior management must be capable of reacting to those changes, be prepared to take advantage of them and yet stay within the overall framework and agreed strategy. The […]
If You Are One of the One in Two, Here Are One or Two Things You Should Do ….
I am reliably informed that at least one in two front-line sales professionals are going to miss quota this year. Surprised? Not me. Now, we can consider all of the reasons: Markets are becoming more competitive; the standards and quality of sales skills have never been so poor; 80% of sales managers are insufficiently qualified to […]
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