It is proven that engaged customers have a positive impact on all-round company performance, with a direct effect on the bottom line for companies delivering better customer experiences – think Apple! It may seem obvious, but delivering a high level and quality of service to your customers will ensure that they return to you time …
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I have been an executive coach for the last 8 years and made the decision in last couple of months to have coaching myself. As an owner of a growing business it is essential to have some ‘thinking’ time. Even better if you can have a trusted confidant to help facilitate that thinking. Part of …
With the Olympics becoming a distant memory (very sadly) it is important to look at a really important element of successful sales businesses. Reward and celebration of success. The best sales people by nature are quite ‘needy.’ What that means is that they love to be the focus of attention and be the ‘top dog.’ …
This is a simple blog. We are now a little hung over after a spectacular Olympics and for many of us we are coming back from a nice holiday. We are in an interesting time just before things get really cracking in the early part of September. This is the perfect time to plan and …
It is hard to imagine that the Olympic flame has been extinguished at London 2012! It has raised the hopes and aspirations of so many people in Great Britain and shown that with the right approach, determination and support structure then anything is possible. It is this support structure that I want to focus on …
As I write this we are half way through the London Olympics and I can barely contain my boyish excitement at what has already been achieved by Team GB. I was privileged to be in the Athletics stadium with my family to witness the greatest night of Olympic achievement in British history. 3 gold medals …
What an amazing weekend of sport! From the truly inspirational victory of Bradley Wiggins in Le Tour de France to the desolation of defeat in the golf and cricket, we see the results of years of planning, preparation and hard work. The message from the Adam Scott defeat and our cricketers massive loss to South …
Last week we have identified the sales skills needed to make us successful and previously we mapped a sales process that works for your business, great steps on the way to increase sales. The next piece of the jigsaw is to set clear expectations with the individuals that are selling on your behalf. This is …
In the previous weeks we have identified the things that make us special to our customers and then mapped a sales process that works for our business, two good steps on the way to increase sales. The next step is to look at all the attributes that are needed to be able to sell effectively …
To have a successful sales team or be a successful sales person, you need to have some core foundations to keep things on track. It goes without saying that you need a good attitude and be focussed on getting the right results. You also need a good process to follow that helps you know where …
So we’ve established that sales are not as good as you would like them. I will assume that you have at least one person dedicated to sales in your business but you can apply these principles as much to a small consultancy or one man band. I will also assume for now that you have a …
They say that from adversity there is often opportunity. Recently, Martin Arnold and I had an excellent meeting with Philippa Batting and Heather Dean at Buckinghamshire Business First, an organisation set up to promote and support the interests of the Buckinghamshire economy. Among many things that were discussed we talked about a recent report that …
I’m sure we all have our own idea as to what makes a successful leader, based either on our own experiences or observations, or how we think we act or would wish to be perceived. A successful leader will undoubtedly be passionate, innovative and demanding. They should also be caring. They will care not …
Over the years, I’ve worked with a lot of teams, some good and some not so good. I’m sure it’s the same for most of us and we all have our own ideas as to what makes a great team. For me, the one essential ingredient is to have a great leader. Without inspiring leadership, …
Last week we wrote about the integrity of leadership. If a leader acts with integrity then they will be trusted. Trust will build loyalty. Loyalty will lead to increased commitment and a team more willing to go that extra mile to deliver what is required. All of which, ultimately, feeds through to the bottom line …
Considering current events in the news, leadership integrity is a hot topic. Ask any business leader ‘do you consider integrity to be important leadership behaviour?’ and they will almost undoubtedly respond in the affirmative. But do they, indeed do you, practice what you preach? Given recent widely publicised perceived leadership failures, I wonder if these …
A large part of our time is spent working with Managers in business focusing on ‘what does it mean to be a manager’? So many good employees are promoted to a Management role without any thought being given to the fundamental question ‘can this person do this [very difficult and demanding] job?’ How many times …
Many businesses have great products and great people. They also have great intentions and great aspirations. The biggest issue that many smaller businesses struggle with is that they do not have a clear path to follow and target to aim for. Without this it makes the purpose and direction of a business really difficult. As …
How many times have you heard a Managing Director or Chief Executive state clearly that it is their people that matter most and that this is their greatest asset. You may well have heard a similar speech from your organisational leaders. The million dollar question is whether they say this genuinely and make sure that …
Keeping your employee in the dark is not a great idea. How do they know whether they are doing a good job or not? How do they know if they are reaching their objectives? Are they meeting your expectations? If you don’t tell them, they won’t know. There is nothing more certain to generate uncertainty, …
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