Articles

Creating, socialising and measuring key performance indicators (KPIs) and taking action dependent on the value (or trend in value) of those KPIs is no trivial matter. Yet too …

Now that you know what a key performance indicator is and have developed your own set (maximum of 7, remember?) to measure against your objective, it’s important to …

This article is an extract of an interview given by Kevin Dwyer to Best Construction Monthly magazine on the issues facing businesses in rural Australia and how virtual …

Vision statements drive me to despair. They should be a means by which we describe a desired outcome that invokes a vivid mental picture of our goal. As …

Misaligned sales incentives are, at best, a waste of money. At worst, they cause high turnover of staff. Aligned sales incentives can cause triple digit percentage increases in …

I received a phone call from a young man we will call Damien from a company we will call Star Printing, selling ink cartridges last week. The call …

The sales mantra goes that we must sell benefits, not features. To explain what I mean, read the following extract of an online advertisement for Miele ovens. “The …

Customers buy from effective sales people. Customers trust effective sales people. Customers are loyal to effective sales people. Colleagues admire effective sales people. Colleagues seek help and mentoring …

I observe that people and organisations often confuse strategy and tactics. One might well ask, “Does it matter?” I believe it does. To explain why, let me begin …

The internet has changed the face of retail selling. Customers are able to search for information and evaluate alternatives online. In store retail sales processes have, in many …