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Vincent Barberger, Montréal | ENGLISH
 

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Management

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question that salespeople ask. These sellers lose sight of the fact that it’s the prospect that needs to do something for a sale to happen.

Customer service is an interesting aspect of any business. Whether you call it inside sales or customer care, your frontline employee may have the most difficult job in the company. Have you ever cringed when listening to one of your frontline people on the phone? Do you find your staff to be too strict with the policies or too loose?

With the great economic storm over the last year, many businesses wisely pulled back into safe harbors for a period of time. In fact, those that failed to make adjustments and continued their course were likely wiped out or at least seriously damaged. Unwise use of credit and perhaps a bit of bad luck has taken its toll on many. However, perhaps you are one of those businesses that made the proper course corrections by making the difficult and sometime painful choices.