Qualification of Executive Promotion Potential
An example of our work in this area was for a client who is a multinational, multi-billion dollar software and services provider. ... Read More
Can Sales ‘speak’ Finance?
Presenting Financial Information Very often, salespeople need to present financial data – and all too often to an audience where most people... Read More
Sales Management Audit
Our Sales Management Audit involves a wide-ranging, comprehensive review of all aspects of your Sales Function. It is more common for clients to... Read More
Post-Merger Integration of Sales
In mergers and acquisitions, the change management challenge for Sales is often to avoid throwing the baby out with the bath-water! We... Read More
Diplomatic Negotiation Perspective
The diplomatic services of some countries have a working definition of diplomacy that excludes the word ‘negotiation’ because they don’t like the... Read More
Hostage Negotiation Perspective
In this material, the meaning of the term ‘hostage negotiation’ can be broadened to embrace crisis negotiation of several types, including threatened... Read More
Negotiating for a Super-Win
We explained earlier that the RDC philosophy is centred on business ethics and a principled approach to negotiation that seeks to maximise... Read More
Assess Performance and Potential of Sales People
Below the Executive level, we perform a wide range of assessments on Sales Teams and individuals. One example of a recent engagement... Read More
The Strategic Management cycle for Sales
Every one of the above focus areas and strategic management activities need to be done well so that the business is assured... Read More
The Tactical Management cycle for Sales
Every one of the above processes and tactical management activities need to be done well so that salespeople are assured of meeting... Read More