Graeme Hall's thoughts on various sales related topics together with some of the answers to questions we have been asked over the years.
18/07/2017 | Sales management
Many of the businesses we come across, both pre and post private equity investment, carry out some form of 'lost bid analysis.' The more astute manage...
03/04/2017 | Sales management
Working as we do exclusively with private equity-backed businesses, one of the common themes we encounter is the need for more headcount to deliver ne...
09/02/2017 | Sales management
How do you know if the team is doing enough of the right activity, early enough, to ensure the revenue you need next month/quarter? How do you know...
02/11/2016 | Sales management
The recent great news about Nissan’s decision to re-invest in it’s Sunderland factory reminded me of how few of the sales leaders we meet, take the so...
12/10/2016 | Sales management
As a keen (and very amateur) road cyclist I have been experimenting with using different cadences (pedal speeds) to find the most optimal for me. It’s...
01/06/2016 | Sales management
A question we regularly hear from our clients is ‘where do you find great (or even good!) sales managers?’ For us, the real challenge lies with how...
26/01/2016 | Sales management
Over the past 12 months we have met and/or worked with around 20 UK businesses in a variety of sectors but predominantly from engineering and service ...
12/06/2013 | Sales management
Not withstanding the appalling way that events were allowed to unfold in public, the recent headlines about Wayne Rooney’s decision to finally sign a ...
15/12/2011 | Sales management
Although groups of sales people are often described as being in a team, my experience over the past 20 years is that sales is rarely a team game if yo...
19/10/2010 | Sales management
One of the outputs of our work is to identify the need for additional sales resource/sales management. This throws up the inevitable question of wheth...