Articles - Page 10
In March I had an amazing opportunity to deliver a short speech for the Canadian Association of Family Enterprise (CAFE). I talked about how family businesses must constantly rethink and reposition their businesses in order to remain relevant through the decades.
I wrote a little about this talk on the Sticky Branding Blog. My advice for family businesses is to create a culture of entrepreneurship and develop next generation leaders. They’re the two key ingredients for building a healthy, vibrant business that succeeds through the generations.
There used to be a time when selling was a social activity. Sales people tracked their clients’ birthdays and anniversaries, knew their children by name, and fostered deep personal connections. It was a simpler time, it was a happy time. But times have changed. Today relationship sales reps do not hit quota.
Lynette Ryals, a professor at the Cranfield School of Management in the UK, did a study of 800 sales people and found only one in three reps were “consistently effective.” 63% of sales people don’t achieve their sales targets, and the worst performers were the “Socializers.”