Archives for Mar,2017

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Use a carrot or a stick? 6 steps to getting the best results from your sellers.

By Keith Dugdale

“It’s like banging my head against a brick wall.”

This is what one of my clients said to me recently, expressing her frustration at getting a group of engineers in the business to adapt their sales behaviours in order to improve their sales results. She is by nature more of a ‘stick’ person than a ‘carrot’ person, but no amount of pleading, cajoling or threats of being blacklisted to the CEO seemed to be working for this particular group.

This to me, and I am sure to many of you, was not a surprise. Rarely in my experience do I see sales behaviours change as the result of being whipped into action with a stick.

Why the stick approach rarely works

Never a better case of a stick approach not only not working, but being entirely inappropriate, are the recent claims that READ MORE

Why our education system stops us being great at sales

By Keith Dugdale

What’s 9 + 3?

If you have a traditional, school-based education like me, you’ve probably known the answer to this question since you were about 5, give or take a year or two depending on how ‘advanced’ you were. And as the years of your education progressed, you were expected to know the answers to lots of other questions as well – like being able to repeat your twelve times tables, understand fractions and derivatives, or know who is the fifth wife of Henry the Eighth (Catherine Howard who ended up being separated from her head, in case you were wondering).

In school we are taught that all that matters is knowing the answer. Knowing the correct answer gets us good grades, it gets us in the spotlight up on stage receiving academic awards, it gets us special treats from our parents and kind words and shiny stickers from our teachers, it gives us entrance to the University course of our choice. Then when we go to University, this cycle r [...]

The 20th PwC CEO report: CEOs are more concerned about trust than ever before.

By Keith Dugdale and Ben Paul

All images are sourced from the 20th PwC CEO Survey.

If you’re still on the fence about whether trust is important in business or not, the latest results from the PwC 20th CEO Survey should help to clear a few things up.

20 years ago, when the survey first started, PwC didn’t even measure CEO’s sentiments about trust in business. Trust first appeared in the 2002 survey, when a mere 12% of CEOs reported that trust in business was declining.

Fast track to 2013, after the business world has been tossed around by the Global Financial Crisis, and that number more than tripled. In 2013, 37% of CEOs stated that they were concerned about a lack of trust in business. But what is really interesting to us, is how much that number has grown in the past three years.