The best sales professionals are outstanding at intensive farming of a territory. The less skilled requires a broad acre approach. This is also akin to “picking the low hanging fruit” without too much sweat or application.
Culture and Values are the Compasses – Challenges and Risks in Building a Sales Function
Essential or Extravagant – The Case for Providing Sales Support
The Balancing Act – Compensating Performance
Hiring the best talent, motivating them to succeed and retaining them for as long as possible is a real leadership challenge. Company culture is important. A well structured compensation strategy aimed at all members will be a real asset. It will also be a work in progress as you endeavour to find the perfect mix.
Sustainable Differentiator – Staying Relevant and Competitive
Not long ago, I felt that people were already switching off to the negativity. There is only so much doom & gloom that people can stand. The reality is we are not approaching the end of the world as we know it, but more morphing into a new world. This new world will allow companies, owners and employees to develop new skills, strategies, careers and markets.
LIKE A GREAT RED WINE: DEVELOPING A LEADERSHIP TEAM
Meditation time: Visualizing 3 ~ 5 years hence
Without clear goals and a plan, human nature usually dictates that you will eventually become fatigued with the day to day challenge of running a business. Some business partners I worked with recently had successfully run their business for nearly eight years. As the fatigue started to set in, they wondered what the point was or what was in store for them and the business.
