Addressing Sales Productivity

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Salesforce Issues

In the B2B market space all sales leaders face similar issues and these centre on sales productivity. A significant level of revenue and margin is often produced by about 20% of the sales force. The major issues are that sales people spend too much time with customers where there is no intention to purchase. This costs time, money and absorbs sales management time. STRONGMAN© is a process which significantly reduces time wastage and improves sales productivity. Traditional sales methods of driving activity and creating pipeline are all responsible for reducing sales as opposed to increasing them!

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About the Author

Ed WalEd Wal, BSC, CIM, CIPD is a founder member of The BWD Partnership, which provides sales and marketing training. As an international speaker he has been engaged in major strategy reviews, the management of change projects and designed and implemented major training programmes in the USA, Europe and Australasia. He is the author of Solution Selling: The Strongman(c) Process. (Publisher: PG Press 3 May 2016)

Seven Highly Desirable Characteristics of An Employable College Graduate

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As a college graduate, you now have a clearer path to increased earning potential, compounded retirement potential, and a longer and healthier life. In fact, young adults with a bachelor’s degree earned 57% more than young adults with a high school diploma and 105% more than young adults without a high school diploma, according to the National Center for Education Statistics.

What does an employer expect from a college graduate? The tried and true trifecta – resume, degree, and “hard skills” – get you the interview, but your “soft skills” get you the job. You may be surprised to learn that the institution, degree, and GPA are certainly important, but the mastery of soft skills is your true business advantage.

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About the Author

Anne Deeter GallaherAnne Deeter Gallaher is CEO of Deeter Gallaher Group LLC and co-author of Women in High Gear: A Guide for Entrepreneurs, On-Rampers, and Aspiring Executives and The Future Belongs to Students in High Gear. For more information, please visit, www.studentsinhighgear.com and connect with Anne on Twitter, @AnneDGallaher.

Empowering Women Leaders

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Women leaders need to work harder, longer and smarter to achieve the same or similar objectives as their male peers – seriously? We hear this same refrain over and over to the point that many women actually believe it.

There is no data to support this premise. Girls and boys are born with similar intelligence. Society has delivered these differences.

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About the Author

Robbie HardyRobbie Hardy spent 20+ successful years in the corporate sector before finding her true calling in the entrepreneurial world. She is author of the new book Upsetting the Table: Women Mentoring Women.

For more information visit www.RobbieHardy.com.

Find Out if Your Message Attracts or Detracts

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You are broadcasting messages every day, both verbal and non-verbal, and they tell others what you and your company think of yourself and the world. If you are not aware of the messages you are sending, others are and one’s perception has impact on your strategy’s bottom line.

Your company culture is vital to attracting, retaining, developing and advancing talent. So how do you discover what it is you are “saying?” A little self-examination should start with knowing what your beliefs, attitudes and biases are about yourself and others.

This quiz will help you explore behaviors based on what you believe (consciously or unconsciously), how you show up and recognize some views and behaviors that hamper success. Select the most correct answer for you.

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About the Author

Rosalie ChamberlainRosalie Chamberlain is the author of Conscious Leadership in the Workplace: A Guidebook to Making a Difference One Person at a Time and the owner of Denver, CO-based Rosalie Chamberlain Consulting & Coaching. A thirty-five year organizational culture and eighteen year coaching veteran, she specializes in maximizing talent and productivity within organizations.

Alternative Selection – More Efficient Processes Can Increase Costs

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StrategyDriven Alternative Selection ArticleThere is a common misperception that being more efficient necessarily equates to being more cost effective. However, that relationship does not necessarily exist. While seemingly desirable to be more efficient, the benefits may not necessarily be cost reductions. In fact, depending on where the efficiencies are gained within a given process, higher costs may be incurred. Consequently, leaders must articulate their goals as a specific outcome to be achieved, cost reductions being one, and not simply as a desire to be more efficient.

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Additional Information

Additional information on determining the overall value, including cost reduction potential, of initiatives can be found in the following StrategyDriven articles:

About the Author

Nathan Ives, StrategyDriven Principal is a StrategyDriven Principal and Host of the StrategyDriven Podcast. For over twenty years, he has served as trusted advisor to executives and managers at dozens of Fortune 500 and smaller companies in the areas of management effectiveness, organizational development, and process improvement. To read Nathan’s complete biography, click here.