(The small print – the following article is from my own observations and experiences that are common to most industries and sectors I have either worked or consulted in) The 1990’s Sure, selling in the 90’s was different to now. The early 90’s the internet was, for most people, a topic on “Tomorrows World”. The […]
About Sarah Church
Sarah Church is a Managing Director at Fifth Element Solutions and manages the Learning and Development service line. Her highly motivational down-to-earth training approach means participants are easily able to apply the learning to their unique environment. Using real life practical methodology it maximises the participants and their organisations time and money investment. Sarah has been in the recruitment world for over 17 years’. She started her career developing highly successful Contract/Temporary and Permanent desks and was quickly promoted to Sales and Development Manager where key responsibilities included developing long-term business relationships with new key clients. During her experience Sarah was tasked with turning around underperforming recruitment business making a financial loss into profit making centres. Reviewing, coaching, mentoring, and advising managers and their staff on how to adapt best practice and processes to ensure the avoided closure. Her philosophy in business is “If things don’t go right, turn left”.
Entries by Sarah Church
Now that would be unique… different… and would make a company stand out against their competitors! If you review the definition of unique you will find explanations such as: Being the only one of its kind; unlike anything else Unequalled Unparalleled Unmatched Incomparable Based on the definitions above — where companies find themselves with high […]
Before I start on the subject let me remind you familiar tactics you may have used during your childhood in order to get what you wanted.
Some managers need to be constantly pushing and driving their team to ensure sales activity is completed and targets met. Other managers inspire, positively lead by example and assertively empower their teams so they drive themselves when the manager is absent. Do any of these styles ring a bell?
Rejection in sales isn’t new. The search for the miracle “get past the gatekeepers, talk to decision makers rather than chat to their answer phone, and not be fobbed off in the first minute of the conversation” wonder drug is still being hunted by millions of recruiters and their managers.
“Do you come here often?” “Can I buy you a drink?” “Do you want to dance?” “Can I have your number?” What answers normally follow these questions? Whether you get an air punching YES or a heart dropping NO these are usually the two options offered that follow a closed question.
Are you measuring a compliant Claire…Or a Rebellious Robert? When making the choice to set KPI’s I would advise you are clear on the reason why you are setting them in the first place. To help the individual, to give direction or to check up on individuals? Compliant Claire can be compared to Lisa Simpson: […]