Since “nothing happens until something is sold”, SELLING is actually the world’s oldest profession … and to be historically correct, even for the other oldest profession, the sale happened before the service.

Q – I am Director of a 150-seat Contact centre. I have been handed new revenue targets for next year that are up 12% over this year. I’m not sure where to start.

The Biggest Sales Mis-Steps: self-inflicted operating wounds we often see from living inside sales and service organizations.

Companies are focusing on generating revenue instead of waiting to react to revenue dips, which leads to painfully slashing costs. But for service teams now expected to sell, there are a number of challenges to make them really exceptional at this.

One of the most culturally destructive norms can start with how we acknowledge and assess the performance of front-line leaders. Increased specialization, remote reporting relationships and the fast-pace of today’s operations, all conspire to produce….

The opposite of bi-partisan is polarized – when two or more groups believe their way is the only way and they push in opposite directions … over time reducing or halting progress.

In order to create actionable plans WITH disciplined execution that can deliver useful change and stronger performance, a team MUST start with the question “what are we trying to solve?”