The following article was published in the Australian Journal of Pharmacy, May 2014. There is growing pressure on pharmacists to provide an array of professional services, dispense prescribed medicines and engage and educate customers. AJP investigates how behavioural change might just be the key to customer loyalty and making a profit.

Picking up directly from last week, and the notion, however theoretical or real, that your sales organisation has mathematically, scientifically and defensibly drawn the “picket fence” around the low CV (current value) and PV (potential value) customers that do not reach break even to “pay” for minimum level face-to-face account management and visitation. As such, […]

This is the last in this mini-series of monthly bulletins in which I will write about the virtues of applying elite level sporting measurement (AFL, NRL) to the B2B business setting.  I used the term “vertical Sales scoreboard” to describe how each member of the team should be equipped thatrepresents an integrated set of indicators […]

“I am driving past that lower value customer to get to the higher value customer……..so I may as well drop in and visit” “It is important that all customers still know that we care enough about them to visit, regardless of their low value” “If we don’t, the competition will” “You never know which low […]

When is an apparent dollar of CV (current value – the revenue/margin contributed by a given customer) worth a dollar on an even playing field when compared with the CV of all your customers …… and when is it worth something less, because the given customer is not fully in control of his/her chosen supplier […]

An interesting viewpoint arose recently in a B2B sales and customer classification process workshop we facilitated.  It was a viewpoint that challenged one of our well-cherished beliefs.  And a viewpoint with more than a modicum of credibility.  The industry background is supply into retail pharmacy, but the same conundrum would apply to other sectors whereby […]

Today we are going to finish off my real world chat with “John” re the characteristics of good visit design in the B2B sales world (this conversation started two post/weeks ago).  A good place to refer to at this point is the Miller Heiman concept of the VBR…..the valid business reason .  It is useful […]

Last month I wrote about the virtues of applying elite level sporting measurement (AFL, NRL) to the B2B sales setting.  I want to extend  the theme this month and enrich the point I made regarding the value of rigorous, objective and scientific measurement for the sales organisation.  And keep some link to my elite level […]

Last week I reminisced about the chat I had recently with “John”, my erudite Head of Sales from ABC Industries selling product through a channel structure into the Agri-sector.  We meandered our way onto the classic sales team productivity topic of visit design.   Against the backdrop of rising costs to mobilise a professional B2B territory […]

On the 20th of March 2014 in Sydney, Glenn Guilfoyle, Principal of The Next Level and founder of The Next Level Sales System, delivered a short “how to” piece on snapshot assessing your current level of sales team productivity and return, and setting your sales team optimisation direction accordingly. He then facilitated a panel discussion […]