In the professional world, the time around the turn of the century brought with itself a strong inclination to the behaviors of the three Fs – Focused, Fast and Flexible. Of course, the shift in mindset was attracted by the geometrically progressing prominence and...
Characteristically, a key account is that valuable customer of your’ s whose loss would have a significant impact on your organization’s profits. Hence, Key account management (KAM) isn’t just about winning new business from your customers but changing the very...
Over the last decade, the L&D domain has witnessed a gradual transformation towards technology-driven blended learning to support organisations with different learning requirements and varied audiences. While most organisations are not fully abandoning the...
Top 4 Challenges in Channel Sales Management In the sales world, a channel is a system of bringing the goods and services from the manufacturer/seller to the buyer/consumer. Any form of management entails some degree of command, influence, and enforcement on either an...
Entering the negative zone All seasoned salespersons would be familiar with the tenet: “The best time to call on prospects is immediately after you have closed a big deal or ended the year on a high”. The moment you win a big contract you’re excited about the...
Sales motivation is a perennial area of focus and also an area that is perennially illusive for leaders in most organisations! Citing reasons for why the sales force should be motivated, would be like preaching to the choir. Traditional sales motivation “tactics” have...