Priority Blog
In my previous blog post we looked at how to diagnose a drop in sales. But what’s the solution? How do you fix a drop in sales? Depending on what you’ve identified as the problem, you have three options to fix a drop in sales: repositioning, repackaging, or recreating your product or service. It’s not […]
In the midst of a pandemic, it’s easy to pin the problem of why sales have dropped on distancing restrictions, businesses shutting and a lack of consumer spending. And while re-evaluating sales targets or implementing discounts might be a quick solution, it isn’t always the only, or even necessarily, the right one. Plenty of businesses […]
How can you make sure your business survives, or even thrives, during a crisis? Your first thought may be to retreat. Lay low. Minimize costs and staff. Alternatively, perhaps this provides the opportunity to look at things from a totally different perspective and change your business strategy. Since the start of the pandemic, I’ve watched […]
When the pandemic kicked off, we reacted fast and fled indoors. Businesses fell, schools went online, and in some countries the public was put on a strict curfew. It was an appropriate reaction to a crisis. Are we still in crisis or is this something different? Do we need to slow down business operations? I’ve […]
I never mess with sales targets. At the start of each year I help my clients set targets, and from that create aligned incentive and commission structures. My rule to date has been that once these plans have been agreed and put into action, they are pretty much set in stone. That was before we […]
Working with CEOs and leaders through the MacKay forum means asking, learning and advising those c-suite individuals on what this means. In a recent presentation I connected with some of Canada’s business leaders. We wanted to talk about lessons learned from disruption. The ‘new normal’ has been conceptualized over and over again — we don’t […]
Got a shining personality? Industry connections? Great. If you want to know how to succeed in sales, that is a really good start. But it is only a start! If you don’t have a solid sales strategy and established processes, you won’t get consistent and sustainable results. I’ve been a sales leadership consultant to organizations […]
In today’s hyper-competitive environment, we know that companies must be lean, shrewd, and focused on the bottom line. CEOs are right to be uncompromising on this key metric. However, (regardless of how my lip services is paid to the importance of their people), common practice is still that that the bottom line takes priority over […]
All companies want to grow organically through manageable, self-sustaining sales pipelines. Often it’s a lack of strategy that holds them back. In some cases that lack of strategy is obvious; companies aren’t willing to undergo the pain of change. Just like people, companies fear the unknown; downsizing staff is risky. So is hiring. Increasing expenditures […]
Engaged employees have a significant impact on a company’s bottom line. “What exactly is engagement?” a panicked manager or CEO might ask. “Can it be quantified?” For enterprises undergoing organizational change, that’s the million-dollar question. Senior leaders need to increase employee engagement in the workplace. One way to immediately relieve this pressure, they might think, […]