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You have dozens...hundreds...or thousands of professionals in your service organization. And - from bringing in new leads, to uncovering opportunities with current clients, to crafting solutions and winning deals - they could all contribute more to selling.
As a management executive, you need to create a culture of business development so everyone is involved with bringing in new clients and developing more business with existing clients. You need to understand what effect a culture of business development can have on your revenue and profit, what expectations you should have of all staff when it comes to business development, what training you should put in place, and whom you should hire. You need to know what changes - if any - you need to make to compensation and incentive plans in order to boost sales success. You need to know who can succeed, and who likely won't, when it comes to business development.
At the Wellesley Hills Group, we work with service businesses to help them create cultures of business development success, and to improve the performance of their business development and sales engines. |