Who writes this blog?
Susan is a 25+ year veteran of the business world and an advisor to CEOs worldwide.
Peter has been helping to build executive management teams since 1997, when he transitioned from a career in advertising.
Tag Archives: management
How – and Why – to Keep Improving Your Sales Process
This is the sixth – and final – article in a series about increasing sales and profits by improving your sales process. We’ve looked at the importance of a formal sales process, how to map out your current process, testing and improving the process and getting people to follow the revised process. The series starts here: Sales: Improve Your Process; Improve Your Bottom Line.
Once you’re enjoying the increased results of your new and improved sales process, you may be tempted to sit back and call it done. Not so fast. Some of the most complex sales processes are never
Posted in Process Management
Tagged management, management processes, process management, sales
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How to Control Your Sales Process
This is the fifth article I’ve written about increasing sales and profits by improving your sales process. It’s based on years of helping CEOs build bigger and better businesses. We’ve looked at the importance of a formal sales process, how to map out your current process, and testing and improving the process. The series starts here: Sales: Improve Your Process; Improve Your Bottom Line.
In the last article on improving your sales process, I wrote about Testing and Improving the results you’re getting. This means breaking down your process into individual tasks and challenging the
Posted in Process Management
Tagged management, management processes, process management, sales
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How to Test and Improve Your Sales Process
This is the fourth article I’ve written about increasing sales and profits by improving your sales process. It’s based on years of helping CEOs build bigger and better businesses. We’ve looked at the importance of a formal sales process and how to map out your current process. The series starts here: Sales: Improve Your Process; Improve Your Bottom Line.
The whole point of sales process management, of course, is to get better at securing new customers or new projects. Any step in the process – including those that are not yet part of the process – is fair game.
Posted in Process Management
Tagged management, management processes, process management, sales
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How to Analyze Your Current Sales Process
This is the third article I’ve written about increasing sales and profits by improving your sales process. It’s based on years of helping CEOs build bigger and better businesses. We’ve looked at the importance of a formal sales process and how to map out your current process. The series starts here: Sales: Improve Your Process; Improve Your Bottom Line.
Get rid of the excess baggage.
Nearly every sales process has some useless steps. Actually, you could say this about any process that hasn’t been thoroughly assessed and actively managed. Unnecessary steps and actions just seem to sneak in there,
Posted in Process Management
Tagged management, management processes, process management, sales
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When Does “Management” Hit Your Priority List?
I haven’t conducted any scientifically-sound research nor am I aware of any, but it’s been my experience that very few CEOs (VERY few) come to the job with management training or experience. And, as many of you will likely attest, you can get a long way without it.
But if you’re serious about growing a company, success will make management skills and systems necessary. You’ll probably even learn to love it – if for no other reason than that good, sound management will make your life easier, your people much happier, and your company more successful.
So when does it
How to Document Your Sales Process
This is the second in a series of articles about increasing sales effectiveness. If you missed the first article, you can catch it here: Sales: Improve Your Process; Improve Your Bottom Line.
Write it out
It’s one thing to have a process, and another thing entirely to actively management it. To take control and actively manage your sales process, start by documenting what you’re doing now. Every company, no matter your size, needs a written sales process – if only as a starting point for making it better. Without one, you’re likely reacting instead of acting. You’re unable to objectively
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Tagged management, management processes, process management, sales
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You Might Have a Management Problem if …
In my experience, entrepreneurs tend to avoid pretty much anything they consider to be “corporate”. It is, after all, one of the reasons we start our own businesses – so we don’t have to follow a bunch of time wasting, unproductive rules; sit in hour after hour of boring, indecisive meetings; or plod through a boatload of “CYA” emails.
And thus it is a bit ironic that the bigger and more successful a business becomes, the harder it is to wrap our arms around the whole thing, and the more critical it is to have some structure.
You may have
Posted in Business Building, Management
Tagged business owner, entrepreneur, glass ceiling, management
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