The Monthly Sales Forecast
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Click here to view the latest edition of The Monthly Sales Forecast the informative sales newsletter from Mercuri
Talent Management
You know that you have talent within your organisation but has anyone really identified who it belongs to?
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Are Sales People like Football Teams?
Consistent Sales Performance is difficult to achieve but form is temporary and class is permanent! Who is in the relegation zone in your Team?
Credit Crunch : Disaster or Opportunity?
We have all heard about the “Credit Crunch” but does this mean “Sales Crunch” for UK organisations?
Why is Strategy so Difficult to Implement?
Do your sales people understand your strategy? More to the point do your managers? This article illustrates where the issues lie and also what to do about them!
Dare you ignore Blended Learning?
Does your training budget go far enough and does it get results? Ignore the myths Blended Learning is the future! |
Why Key Account Management Goes Wrong
Many businesses have Key Accounts and Key Account Managers and most senior managers agree that effective Key Account Management is both important and difficult. Many organisations have made strenuous attempts to implement Key Account Management, but not all are impressed with the results or completely happy with the process. This article focuses on the common pitfalls so that you can avoid them in your organisation!
Successful Sales Management
The challenges and opportunities facing sales directors and managers in 2007 focus on their ability to drive revenue growth for it is revenue growth that holds the key to profitability. The size and shape of the top line is the surest way to ensure that profits flourish and shareholders are satisfied. Managing costs will always be essential but without sales, cost containment can only mitigate a loss. Profit will be driven by sales. This article looks at the sales management challenges facing business leaders in 2007.
The Secrets of the Success of Hyper Effective Sales Teams
How do the best sales teams achieve spectacular results? All sales teams have demanding customers, time pressures, increasing targets and margins or prices under pressure. So how do the best respond? The answers are not easy to implement but they are simple to understand, this article gives an insight into the secrets for success.
Managing Time: Tips To Help You Spend Less Time Doing More
Did you find that 2006 has left you exhausted? Did you achieve all that you wanted to? Are you wondering how you can achieve more in 2007? This article contains essential tips to help you to spend less time doing more; through some simple practical measures. These easy to apply techniques can help you find the time to plan, manage, organise, to deliver to your customers and of course relax and rest. |
Master & Servant or The Salesperson’s Dilemma
“Absolutely no problem Mr Customer, I’ll have that quote on your desk tomorrow at 8.30am” Is this the way to build successful relationships or are we just making a rod for our own collective backs?
Excuses or Reasons: The Common Explanations For Poor Performance?
“I can’t help it, it’s not my fault! They should do something about it!” We have all heard this and we may even have said it as some sort of justification for non performance. In this article we examine the excuses and reasons!
Globalisation: Real Challenge or Latest Fad?
It is a fact; no matter how many "crazy" protesters try to change this by waving banners outside MacDonald's, we are all being impacted by globalisation, both in our personal lives and business. It won't go away!
Value Selling and Value for Money!
It is said that using a value selling strategy is a better proposition for companies because it attracts loyal customers. If this is true why do we find ourselves under pressure to discount?
Rebate or Retreat?
The practise of offering rebates to customers rather than upfront discounts is becoming more and more common in business to business sales environments. What are the benefits and risks?