Profit is a
critical measure for every business, however mature or successful.Improving those profits is not the exclusive
domain of the senior management group - everyone needs to be aware of the
impact that their actions and daily decisions will have on profitability and
actively seek to identify improvement opportunities in all areas.
There are three
steps to improving profitability through the actions of your teams:
1)Build an understanding that it’s everyone’s
job to improve profits.
2)Develop the skills of individuals to identify
additional profit opportunities.
3)Ensure that ideas are fully implemented to
continuously add value.
Our programme, “50 Ways to Improve Profits”, explores
cost-effective methods of improving business performance, which can be
implemented in a short time scale.This
two day workshop helps business leaders and their teams develop ideas and set
up a structure for continuous bottom line improvement.It offers 50 proven profit improvement
concepts with practical examples, which can then be converted into
and its concepts originate from our own vast experience and gathering of best
practice, detailed research, consultation with many senior executives in varied
industries and the best practice of many previous participants.
By the end of this
workshop, the group and individuals develop practical ideas and plans of action
to drive profitable business growth.
So, if improving profit is on your to-do
list, do contact us to discuss – we’d be pleased to help!
Based on the old adage “Tell
me & I won’t remember, show me & I might remember, involve me & I
will remember”, we utilise Accelerated Learning as our primary training
Accelerated Learning works on
the principle that people learn in different ways and that most people learn
more through involvement, particularly sales and commercial staff, who respond
best to team work, interaction, role plays, debates, competition, challenges,
etc. This is why we don’t use Powerpoint
in our courses and we maximise the amount of delegate participation and
The proof is in delegates’
excellent retention of information and their successful results following their
implementation of the learned new skills.
Our overall focus is on delivering
results and return on investment for our clients. Accelerated Learning, along with follow up
and on the job support from managers, is a key part of that delivery, helping
delegates and their managers to learn, implement and turn theory into practice
and best results.
by product sales, volume and prices is key, but are you missing a valuable
measure of account profitability by not looking at the cost of servicing customers?
You could have two
customers, for example, whose products, volumes and prices are exactly the same,
however, one customer is considerably more profitable than the other due to the
lower costs of servicing their account: we call this Cost to Serve!
There are many
ways you can reduce the costs of servicing a customer, without any reduction to
customer satisfaction.For example, if you
reduce the number of deliveries from four times a week to twice a week (which
may also suit the customer), you halve the cost of delivery, which for a long
distance customer could be a significant saving. Even if the benefit is shared with the
customer, you can make considerable headway and build stronger customer ties.
We have identified
dozens of ways to reduce the Cost to Serve and this training exercise is always
well received on our courses given it is eye opening, easy to implement and
brings immediate results!
Whilst people can and do ‘accidentally’ fall
into selling as a career and you don’t hear of students going to university to 'study
selling' or 'become a salesperson', selling is an important and necessary profession,
like being a doctor, lawyer, pilot or engineer - you learn the skills of your profession,
then practice and update them throughout your career to keep abreast of new
ideas, technologies, best practice, etc.
You wouldn’t ask your next door neighbour,
a butcher, to sort out your teeth, would you? - why not? - because he doesn’t
have the required knowledge and skills.
Similarly, salespeople aren’t born, they
are made and success comes from a combination of knowledge, selling skills and
self confidence (helped along by passion and hard work). Success comes from building the
knowledge, experience and skills to do the job well, underpinned by excellent training and
development (see PiP Associates, contact details below!) and supported by
strong coaching and follow up from sales managers.
So, let’s hear it for selling as a profession and professional
salespeople - they earn their stripes, they play a vital, front line role in
the success of any business (given that without sales, there generally is no
business) and their profession should be given the recognition, respect and investment that