Topic

process

A collection of 181 issues

Red Zone Efficiency

After a sterling victory on a foreign field of Wales last Friday, England rugby coach Martin Johnson declared his satisfaction with the time spent in the Red Zone. I suspected he meant how long England camped out in the Welsh 22. I checked further on the wonderful web. Slightly miffed,

Rory Sutherland and The Small Stuff

Sales and Marketing make restless bedfellows. It’s hard to find good words that either side says about the other. The very fact that different ‘sides’ is accepted language belies comradeship and gives a glimpse of mistrust. So we should hail Rory Sutherland. A distinguished ad man, he certainly doesn’

Urgency Algorithm

There’s an American research team that can predict injuries suffered in a car crash. They do so seeing only the state of the crumpled wreck. This isn’t just impressive for a party trick. It hugely saves lives. When one of the team used to arrive at crash scenes,

Cricket Bowler Blueprint

Do you have a blueprint for sales success? One that’s written down, communicated and constantly referred to? England’s cricketers played their best tournament ever to vanquish all-comers and be crowned World 20-over Champions in the West Indies earlier this year. It was clear that England were the only

A Swarm Buying Process?

I recently read a review of a management book [http://www.telegraph.co.uk/finance/jobs/7919177/Forget-highly-paid-CEOs.-Its-ants-and-bees-who-can-lead-us-to-the-economic-promised-land.html] , apparently one more along a trend of left-field provocateurs trying to get managers to think differently. This particular tome, called Smart Swarm, tries to build parallels between instinctive collective animal

Chief Exec Involvement

The Miller-Heiman solution selling mailing list received an invite to participate in their annual best-practice survey last week. They teasingly included their favourite finding from last year’s [http://www.slideshare.net/alinutley/miller-heiman-sales-best-practice]. Only 7% of companies qualified inside their definition of “world-class”. I realise that you could cloud

Horizon Not Headlines

Here’s two recent thoughts that blend to show sales team cultural direction. The first is a final take-away from 2010’s political party conference season across England. It’s Deputy PM Nick Clegg’s best moment, as defined by his supporter and Newsnight analyst Olly Grender. > “We’re keeping

Screen Trees

Watching CNBC’s Planet of the Apps [http://planetoftheapps.cnbc.com/] I was intrigued by the inner workings and motivation of people in the latest goldrush. One company was inventing an app for tracking your expenses. Such apps are nothing new of course – I came across a web-based expenses solution

Boardman Bike Bites

Olympic gold medal champion Chris Boardman passes on long-distance cycling tips to a beginner [http://www.telegraph.co.uk/travel/activityandadventure/the-lycra-files/7740030/Chris-Boardmans-ten-tips-for-completing-the-Etape-du-Tour-The-Lycra-Files.html] in The Telegraph. A pair of points fascinated me about these. The first was how adaptable and relevant many of the headline hints are to

Process Must Be Clear

It is indisputable that the largest determinant of sales success is the creation and following of a repeatable successful sales process. Indeed, nothing separates the flush quota-busting rep from their sleepless under-performing colleagues more than the adherence to their finely honed sales process. Frequent surveys suggest that it almost doesn’