Picking up from where we left off last month and continuing this discussion further… Given my exhortation to manage a sales system, in which the optimised sales team should operate, rather than simply managing the sales team, the other way to think about this equation, honours the notion that you are managing RoI from a […]
Monthly bulletin – Sales team optimisation
Last month I exhorted the virtues of managing your sales team, and the associated RoI, like an asset. Almost sounds a bit de-humanising, doesn’t it? Especially given the on-going time, effort and cost you would have invested to recruit the right individuals into the team, and then the on-going investment in training, development, management et […]
The business brokers tell us that, due to the ever increasing homogeneity of companies in the same industry, and their associated difficulty in distinguishing their product or service from each other, the ratio of value to earnings is gradually diminishing. An expectation of achieving a sale price in the range 5-10 : 1 for an […]
Sales team size and structure…Is it better to have specialist hunters vs farmers – or hybrids? Listen to Glenn discuss this topic and follow along with the accompanying power point presentation.
This month’s video is a continuation from the previous month’s blog. If you need a refresher, check it out here.
It’s tough for sales organisations in mature, transactional markets due to many factors including the internet, GFC, globalisation and commoditisation. The 12 Sales Trends for 2014 as identified in the Barrett report were as follows: 12 Sales Trends for 2014 Sales management will look to drive costs out of sales Generating more business will continue to be […]
What is Sales Team Optimisation? Does it differ from Sales Force Effectiveness? Why does this difference matter and why is Sales Team Optimisation the most compelling imperative for Australian B2B heads of sales since the GFC? Find out in this month’s video.
The correlations that paint the dual picture of the problem and the opportunity for the pharmacy industry, against the backdrop of downward pressure on profitability Create a compelling value proposition to keep your customers at the dispensary for their dispense. The correlations demonstrate that high performance here leads to longer engagement, shorter processing time, and […]
Consider these lessons from a retail pharmacy setting versus B2B sales setting: The average duration of a script customer lifecycle we found to be 4 minutes and 53 seconds (customer presents at dispensary, drops in script, waits for processing, collects script, receives counsel, pays and leaves). How much time do you allocate for a planned, […]
Remember the cute little anecdote from the Stephen Covey classic…..”The 7 habits of highly effective people?” The one about the cadre of machete cutters cutting their way through the jungle. The cutters continuously figure out ways to cut more methodically, and in better teamwork unison so as to cut their way through the jungle […]