Management

Calling all Business Owners Like Us

Are you a business owner like us? We’re a small bunch of guys open to helping business owners like us, and getting a helping hand when we need it. We’re professionals, most with decades of experience, and we’re sales managers. Not ordinary sales managers, but business owner sales managers. Some, not many, have professional sales [...]

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Business Planning for Entrepreneurs and Start Ups

Management Built In

Planning ways a business will operate requires a vision, strategy, objectives and tactics – where are you going with it, how will you get there, and how will you keep on course? It also needs a template for the process, milestones, checklists and schedules to help you organise your thoughts. For most small businesses, planning [...]

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CEO Guide to Sales Management – Introduction

Surviving Sales Management

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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Surviving Sales Management

Sales Manager

Sales Management can be both the best job in the world, and the worst. And working for sales managers can be fun, or frustrating. From both sides – the manager and the managed – Sales Management is a roller coaster ride, always with the risk of falling from the carriage. It’s not a lot of [...]

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Why Business Plans Never Work

Business Management

My Business Plan never works, so why are we always being asked for meaningless spreadsheets? There is a type of business plan which makes sense, but it doesn’t have a lot to do with revenue, costs and cash. The way these pretend business people, in banking, government, support services etc. all ask for a copy [...]

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Knowing the Good Sales Guys from the Bad

Sales Manager

Good sales guys are very different to bad sales guys, in all sorts of ways. Customers will have one view. Colleagues another and management yet another. In this post we’re talking about the sales manager’s perspective. How does a new sales manager tell the difference between his good sales people and the other kind? This [...]

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Planning and Task Management for Getting Things Done

Management Built In

Our Planning and Task Management software could be just what you need if you find people forgetting to do things, or struggle to keep everybody in the loop with email and shared calendars, If those project management systems are more complicated and expensive than you need for your planning and task management, but you still [...]

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Sales Pipeline Management Isn’t CRM

Pipeline Management

Sales Pipeline Management isn’t the same as CRM even though most people put the two together. Actually they get confused by all the B/S they come across on the web. Unfortunately there are too many who know nothing about either publishing about both. So the world has this murky picture of contact management, sales force [...]

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Selling What the Customer is Buying

Sales Coach

Selling what the customer is buying is the simple approach. Getting the customer to buy what the sales guy is selling is much harder. Why on earth do those motivational sales books suggest that type of pitching is the ultimate skill? It’s arrant nonsense as should be evident to anybody who ever bought something. Just [...]

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The Difference Between Small Business and Big Business

Management Built In

What’s the difference between a big business and a small business? Long time ago, a CEO explained to me the only difference between big business and small business was the number of 0s after the number. At the time his concept seemed to make sense, but that was 40 years ago. It seems to me [...]

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