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ICPA Book Review – “It’s All About The Value”
Given the hours of thought and work that goes into writing a book of any sort, it's always good to get feedback from someone who's taken the time to read the results of your efforts. When that feedback comes from someone as highly regarded within the accounting...
Using CRM to your advantage
So…. You’ve identified a list of prospects to communicate with, you’ve started to engage directly with these prospects and you’ve started to receive incoming enquiries, which are turning into new sales leads. You’re qualifying these leads and identifying sales...
Accounting Turf Wars – Compliance v Advisory
I’m sure that, like me, you’ve seen significant numbers of social media postings purporting to announce the death, or at the very least, the decline of compliance work. Personally, I just don’t buy it. Published views appear to be polarising; some adamant that...
Developing Sales Commission Plans
Once you start employing sales people, you need to consider whether or not you’ll be offering a commission plan for them. Most successful sales people will expect to earn commission on top of their basic salary, which means that their job performance is directly...
Motivating Sales People
It’s a bit of a cliché, but managing sales teams is often compared to herding cats. They’re typically strong characters, sometimes maverick, sometimes obstinate. A rare few, are naturally competitive and highly ambitious. These are the ones who consistently do well....
Hiring Your First Sales Person
So, your business is growing, you’ve identified the growth objectives you want to achieve over the next few years, and you know that you can’t physically do everything required to achieve those objectives. Now it's time for you to hire someone else to handle some or...