Readers will have seen recent redundancies in certain sectors of the commercial world that were unimaginable 12 months ago – redundancies amongst professionals such as bankers, surveyors, architects and solicitors have recently become commonplace.  The property, construction and financial sectors have been particularly badly hit and for those organisations that continue to trade under these adverse conditions, it is critical that they retain and maintain the best possible workforce to remain competitive. Read the rest of this entry »

As we all come to terms with rapidly changing economic circumstances, one of the most significant challenges facing business leaders is preparing the sales force to ‘sell in hard times’.

One of the alarming facts we are faced with is that many of today’s business to business sales people have no experience of selling in difficult times and many of the sales leaders are in the same position!

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As we are all well aware, the face of the business world is changing rapidly. There are not only new technologies to help (and hinder) us on what seems like a daily basis, but the economy is also currently playing a large role. High performers are desirable in any business but in the current climate they are a necessity.

A high performer is someone who can work smarter and faster, and take on greater responsibility and grow in strength when faced with challenges. It is fair to say that one superior person is worth as much to your organisation as a handful of mediocre people. But who are these high performers?

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In the current economic climate businesses have to work harder and smarter to not only win new customers but then retain and develop them into high level business. Customers are not willing to part with their money on a whim and are demanding that the products or services they choose to purchase are exceeding their expectations. With tightening margins comes a desire to tighten the purse strings, but could minimising all of your outgoings be a false economy?

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