Scott Greenwood's Page

One of my associates is conducting a very important study of small businesses and how they handle the challenges of managing their sales organizations. He has identified a critical issue that small businesses face; that being “diluted sales management”. This occurs when the person responsible for managing sales has other responsibilities such as running the business, selling, doing marketing etc. Typically the result is

higher sales turnover and…

As a consultant I first get my clients to focus on 1 to 3 Key Objectives because having more than that will dull the ability to focus on ANY. 1 to 3 Key Objectives can be messaged appropriately and cascaded across the organization so that everyone understands how their daily work can support those objectives.



I then use analytics to measure how well aligned the managers and staff are with the key objectives. Additional analytics measure which systems and processes support and…