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Found articles: 86

  • How To Conduct A Successful Performance Appraisal

     Most organisations review the performance of their employees on a regular basis, usually annually. The term appraisal however, is disliked by many, conjuring up images of a superior passing judgement in a god like fashion. The answer must be to establish good relationships between both.More

  • Problem Employee? - Hold A Counsel Interview

     A Counsel Interview is a practical approach to dealing with staff problems - and all such situations. Issues rarely solve themselves and therefore it is essential that managers recognise that a problem exists and then solves it as rapidly as possible, because an unhappy employee will not be working at optimum performance levels.Step One: Decide to Hold a Counsel InterviewWhere a situation is wrong, and is obviously going to get worse, take the positive decision to hold a counsel interview, it is the only way.More

  • Small Companies Really Can Compete - Here's How

     Extensive research recently completed by the Corporate Transformation Department at Luton University in England, confirms suspicions and beliefs that I have had for some time now.In business terms, they claim that these findings represent a revolutionary breakthrough in understanding what makes a successful contract bidder.Two key facts tell a worrying story:1. 50% of them said it is important for them to win new business in order to fulfil their corporate plan.More

  • The Art Of Delegation

     Delegation is the transference to others of the authority and responsibility for carrying out certain tasks. Successful delegation implies that those to whom the tasks are delegated; Know what it is what they have to do Want to achieve it Have the means to achieve it Have the ability to achieve itWHAT IS AUTHORITY?In any organisation there is a degree of formal authority which goes with the job.More

  • How To Uncover Needs Or Wants Painlessly Using The jfa Funnel Technique

     Working on the basis that you are dealing with the MAN (the person with the Money, the Authority and the Need) you must very quickly assess if you have a potential prospect or not. In other words can their needs be met by the products and services you have to offer. It may not always be obvious to the prospect that they can use your products but your industry experience tells you that they can.More

  • The Formal Account Review

     Why Review?Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality of its service levels to them.There are at least seven benefits Of regular feedback.More

  • Strategic Selling - The Three Roles Defined

     As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered gradually. This is why we need a new type of salesperson for a new type of customer.More

  • Are Self-Limiting Beliefs Constraining Your Sales Team?

     “The winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do”.- Dennis WaitleyAllowing self-limiting beliefs to constrain performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy, beliefs that can have an enormous impact, either positive or negative, on their sales achievement levels.More

  • The Importance Of Up Selling And Cross Selling To Increase Margins

     To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.More

  • Quality Activity Achieves Quality Results

     Failing to focus salespeople's activity reduces efficiency and consequently reduces results, because there is not a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! Time is a huge constraint on their activities so that when their manager asks them for more, it is no wonder that they are overwhelmed.Poor Quality Activity:Secondly, but equally important, salespeople often are not clear about how to identify the prospects most likely to have a genuine need for their product or service.More