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Anna Britnor Guest's blog

Combining DIY & Professional Development

I’m excited to be speaking at Totally DIY this month on ‘How to build sales growth through your people’.

Totally DIY is the UK’s biggest DIY and tools trade show so it seemed natural to think about how attendees might combine DIY and professional approaches in developing their teams – and to share these in our blog too.

It’s tough being a sales director these days

You’ve probably got good people, good products or services and good customer relationships. You’ve also got an aggressive target to grow business in an uncertain and tough economy. Achieving the numbers is going to need something more than just asking your team to work harder.

It’s a challenge we’re often asked to help our clients address so I thought I’d share some of the things we see make a difference.

Focus and attention to detail are key.

Execution Is Everything: 5 steps to build an agile management team

PART ONE OF A SERIES ON BUSINESS AGILITY

There’s an old saying: ‘If you always do what you’ve always done, you’ll always get what you always got’. But it’s not true! The higher likelihood is that if you always do what you've always done, you’ll get left behind’. Perhaps it was ever thus but today’s ‘VUCA’ (volatile, uncertain, complex and ambiguous) world brings the fact into sharp focus.

World BHETA

BHETA‘s DIY Forum networking event.  Around 50 representatives from member businesses of the British Home Enhancement Trade Association gathered to catch up with each other and listen to speakers on a variety of topics.

“If you always do what you’ve always done…” – four reasons why our strategic account development programmes drive business growth

It’s a tough call for most sales managers or directors to take their sales team off the road for a day or more.  The constant pressure for results produces a thought process something like this:

“Tangible days of sales activity producing potential revenue now versus intangible days of sales training which might lead to more business in future.  Hmm, not sure.”

Put like this, the dilemma is easy to see.

However, think of it instead as:

Time for a new relationship? Tips for Smith

So, if you’ve read the tale of Smith and Jones, you’ll know that it’s time for a change but what can Smith do?

Smith needs to take a step back from his products, services and what he’s trying to sell and think from the perspective of Jones and his company:

Time for a new relationship?

Good relationships underpin almost every strategic or long-term customer-supplier engagement but those sales people who rely too heavily on personal relationships may find themselves losing out to those who get better aligned with the business goals.

Smith’s story

Smith has been selling to Jones for several years now but things just aren’t the same anymore. Jones is really difficult to get hold of these days and he just doesn’t seem to have the same clout when it comes to buying decisions.

Online Delivery

As trainers we subscribe to the adage that we never stop learning – but we can still find ourselves challenged by a new learning experience.  Having been a full-time professional trainer for over 10 years I have developed a degree of confidence that whatever challenge I may come across during a workshop then I’ve probably seen it before!

However, last week was a step into something new – and something I think we will all become more familiar with over time – live delivery via online training tools.

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