Tag: Sales Strategy

The Problem with Strategy

Strategy is a troublesome topic.  Here we identify 6 problems associated with the traditional approach to strategy and the case they build for a new approach.

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Strategy & the Need for Speed

Strategy was traditionally considered to be a slow process – just like chess.  However the demands of competing in today’s markets require the opposite. Indeed the ability to speedily devise and implement strategy is itself an important determinant of business success.

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Fast Strategy or Slow Strategy – Its Affect on Your Performance

To facilitate some fresh thinking we get managers talking about strategy that is fast and slow, rather than good or bad.

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SLOW Strategy – What is Slowing You Down?

A SLOW strategy is slow to; develop,  implement, adapt and ultimately succeed.   Yet they are in the majority.  Here we spell out what a SLOW strategy involves.

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Sales Managers: Who’s In The Driver Seat?

Accelerating sales requires a new take on how the sales function is organized.  Managers need to put more of their people in the driving seat – to give their teams greater responsibility and scope to maneuver.

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Are You Motivated By Growth Potential, Or Risks To Target?

At its simplest people are motivated by two opposing forces; ‘fear of loss’ or ‘prospect of gain’.  This explains the motivations of different sales managers for using the Sales Strategy Pitstop®.

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ALERT: Your Sales Management Philosophy Maybe Dangerously Out-Of-Date!

Managers say they want to build a sales organization that has the qualities of speed, agility and skill. One that is sophisticated, responsive, high performing and above all successful. But is that what they are getting?
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Sales Pitstop Implementation Approach – The Guiding Principles

Change isn’t easy, but research has clearly identified the essential ingredients of successful projects and initiatives for sales teams. These form the guiding principles of the Sales Pitstop™ implementation approach.

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‘Winning By A Nose’ – The Importance Of Direction & Focus For Sales Teams

When somebody throws themselves across the finish line just slightly ahead of a competitor the expression ‘winning by a nose’ is often used.  But in Formula One racing ‘winning by the nose’ has a deeper meaning – one that has resonance with sales success.

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Sales Success: Balancing Power And Precision

Some people think Formula One Car racing is all about speed.  But they are mistaken.  The same principle applies in sales strategy, where the power of your sales and marketing performance is determined greatly by its precision.Continue Reading..