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Measuring success

Measuring success

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Most sales forces are subject to some form of measurement and it’s interesting to note how ad hoc this approach can be.  Some sales directors are surprised by the degree of scrutiny that world class sales forces place on sales metrics. There are typically three groups of metrics: activity, results, and consistency. The activity measures [...]

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What will the good2GREAT diagnostic do for your organisation?

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There’s a whole page on the website about the good2GREAT diagnostic tool, but people keep asking me questions about it so here’s a bit of background and what it could do for you. I’ve been in sales improvement in the corporate world for quarter of a century.  We’ve had some simply outstanding results, mostly because [...]

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The power of a presentation

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A presentation needs to inspire confidence and should inform, educate or entertain.  If your presentation engages your audience the halo effect kicks in.  This is when the audience have confidence in your expertise and authority and everything that you deliver tends to be perceived to have the same level of authority.   If the CEO [...]

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Are you missing an opportunity for added revenue?

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With the dire economic climate, that seems to be going on and on, most businesses are having to tighten their belts and work harder to keep the profit levels healthy.  However, many organisations miss opportunities that are right under their noses.   It is surprising how few companies check with their existing customers regarding their [...]

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Unexpected benefits – the path from good to Great

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The primary function of the PTS good to GREAT (g2G)mapping process of how to take a sales force to world class performance is focused on game changing issues.  There are many issues that have a direct impact on the sales operation moving from good to GREAT and these must be addressed to make a real [...]

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‘What’s in it for me?’ How good is your value proposition?

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In the quest for greater productivity and bottom line improvement it is often a temptation to simply address lead generation as the first priority.  However, the one area that requires constant review, and is usually a tortuous thing to get right, is the value proposition.  What it is you sell and how the customer perceives [...]

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Guaranteed behavioural change

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A statement that is as bold as it is appealing, but is it possible?   A guarantee is usually applied when there is little risk of failure; it infers the perfect correlation, if you do A then B will always happen!  In making such a statement, therefore, any solution has to be robust.   Understanding [...]

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One change won’t work

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Heads of sales forces are constantly approached by organisations claiming to be able to transform the sales force with their particular bend of alchemy.  These propositions will include training programmes; CRM systems, profiling tools, recruitment tools, champion’s programmes etc. etc. etc.   However powerful they may be it is highly unlikely that a single intervention [...]

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Times, they are a-changing

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Two recessions ago I read an article about this relatively new phenomenon CHANGE!   The subheadline read ‘There is no greater imperative for change than impending doom; how interesting that 20 years on, and despite ‘change management’ having become a buzzword, that this headline is even more current now than it was then.   So what [...]

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Business improvement – 15 tips on Employee Engagement

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The tangible benefits of employee engagement have been well documented and are well worth the investment – providing it works!   The benefits that can be generated are in the behaviour of employees:   Intellectual engagement (thinking hard about the job and doing it better) Effective engagement (feeling positive about doing a good job) Social [...]

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