Over the 20+ years of working with sales teams in a wide diversity of industries, we have compiled Six Common Sales Myths, a series of posts published on our QMP Insights Blog. Open this post and selectively read those that intrigue you.
PinPoint change is a simplified, three-step approach for affecting high-leverage, rapid process improvement. A PinPoint change comprises; 1) the identification of the single most critical and ineffective business process preventing the firm from achieving its objectives, 2) the identification of the specific process change needed, and 3) focusing, laser-like executive attention and decision-making on the few key people in the organization that must quickly change their behaviors to fix those ineffective processes. This does not necessarily mean removing or replacing them – unless, of course, they simply cannot or refuse to quickly learn and adjust behaviors.
Recognizing the critical role the lead client executive plays in a consulting success, we conducted an analysis of the last ten years of QMP engagements. That analysis brought us to this conclusion: The personality type of the highest client executive involved in a specific consulting engagement, not simply his title or position, is the best predictor of an engagement’s ultimate success and the longevity of economic benefit received by both the client and the consultancy practice.
.. It is an appeal to businessmen to adopt an asset and investment optimization discipline and thus create a powerful force for growth, in both good and bad economic times. By asset optimization I mean a process for assuring that every dollar of cash, every employee and every hour of time is aligned and consistently targeted at the best possible opportunity for growth – and if it isn’t, to re-target it. A process for executing that optimization exercise follows and is offered for you to consider.