A Vision Statement is something many businesses overlook when they undertake Strategic Planning. But that can be a costly mistake. Especially when a business has grown to a size where there are multiple departments, service teams, interstate offices, or remote branches. Great strategic planning starts with a clear Vision A properly constructed Vision Statement can […]
Management
B2B selling in Australia. How suitable are Hunter and Farmer sales styles?
Is the Hunter and Farmer style of sales person relevant in Australia? My experience has shown that there are many companies who struggle to lift the performance of their technically-oriented field-based sales team. But why is that? In many cases the answer is yes. To each of the above. For context, this observation comes from […]
Strategic plan, done – what happens next?
What happens after you create your strategic plan? You might think the answer is obvious… but it’s not. When business leaders decide they need to create a strategic plan it’s usually in one of two scenarios. It’s either creating a strategic plan for the first time, or it’s updating an existing or outdated plan. To […]
Good financial management or appalling employee engagement strategy?
Elon Musk buys a company (Twitter), then sacks half the staff (thousands of people) and tells the remaining staff they must “work long hours at high intensity” to make the company viable. He says he works 100 hours a week and still sleeps at the office. Now he wants Twitter staff to do the same. […]
Consensus or Guided – which type of strategic planning should you use?
After working with numerous companies to help them identify the best path for their strategic planning process, it has become apparent that organisations usually fall into one of two categories when it comes to how they approach strategic planning, and what they expect from it. Upon further reflection of the two approaches it’s helpful to […]
B2B sales teams: Hunters, Farmers, Shopkeepers or Hippies
The structure of a business-to-business sales team can vary greatly from one company to another. And to make it more complex it’s often the case that some members of the sales team may have a dual role, such as a Branch Manager, Technical Specialist or Consultant. Sometimes the composition of the sales team has developed […]