Monday, July 7th, 2025

Motivation– a strategic imperative

Exploring the hidden driving force behind sales excellence. Why should we care about how motivated our salespeople are? Do we understand what motivates someone to do their best? How do the drivers of motivation vary between individuals, and can our best intentions demotivate our people? This edition of the Journal explores these questions. I think we can all agree that… 

Saturday, January 30th, 2016

Fixing the revenue process bit by bit

Why does the typical revenue-generation process yield only 2% and how can marginal improvements transform your sales performance? The revenue generation process is typically seen as a series of loosely connected but separate activities by most organisations. When the yields from each step are combined, the resultant efficiency is just 2.1% – see survey results below and page 5 of…