The danger of assumptions
One of our senior partners once had a sales meeting with an executive for a company headquartered in London, England. The executive had a beautiful office with a stunning view of Trafalgar Square.
Revenue
Finding opportunities in sales areas
The main focus for performance improvement is to improve sales effectiveness and efficiency. In essence, can you sell more higher margin things at a lower total cost?
Finding opportunity in marketing departments
The first functional area we will look at is marketing, which also happens to be one of the more difficult ...
The process of generating revenue
Cost reduction is generally perceived as fairly negative whereas revenue improvement is almost always positive. But many improvement projects focus on cost, rather than revenue. Why is that?
The ten key profit drivers
When we look at organizations to assess opportunity, we focus on ten key profit drivers.
Why happy customers aren’t enough
Over the years we've done a number of studies to try to help our clients find out what their customers think of ...
Grow with your customers
Growing sales volume with existing accounts is sometimes referred to as "increasing your share of wallet," but it's actually not a very good description -- or even objective.
Don’t raise your price, optimize it
Pricing is the most powerful way to improve profit without the need for large-scale culture change. It is often said that a 1% improvement in price is worth a 10% improvement in productivity.
Where are the Glengarry leads?
There are only two basic ways to increase your sales volumes: find more customers and/or sell more to existing customers. There is a little more complexity when you dig into the numbers...
How do you clone your best salespeople?
How to improve sales performance is a challenge for most businesses. Companies try many things to improve the average selling skills of their organization. They try training programs, special incentives, head hunters, one-on-one coaching, and sophisticated CRM systems.
Two ways to sequence a findings presentation
We've written frequently about the need to look at operating problems from three vantage points: the actual process of how things get done; the management system that is used to control the process; and actual management behaviors
The fuzzy logic of planned sales growth
Sales growth comes from some very specific sources (e.g., price increases, new customers or distributors, new products or markets, increased volumes from existing customers, better retention of base customers).