McQuaig Psychometric System at ‘Successful Selling Expo 2011′

Thank you to everyone for making yesterday such a positive event. We really enjoyed meeting everyone at the McQuaig Psychometric System stand.

If you missed the opportunity for your own FREE psychometric profile, just let me know and I will arrange a link to be emailed to you. We are looking forward to feeding back back over 60 profiles to those who visited us!

Business bang for training $buck£ spent

The Holst Group faculty members carried out a ROI evaluation on a major programme delivered to high level sales people.

The results were examined  independently by The Work Foundation who commented:

‘This was an exceptional programme design when few can prove, as this programme does, that full evaluation has been designed into the training events up to and including Kirkpatrick’s Level IV.’

Where high level sales skills training such as ‘selling in the board room’,‘coaching’ & ‘mentoring’  etc. are involved and where there is a long sales cycle such evaluation is rarely achieved as in this case.
This particular programme evaluation finally stated that in the opinion of the delegates they were able to say that £25M extra net revenue was generated by their utilisation of the training received.

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Square pegs in round holes?

How many square pegs do you have in your business? Do you sense things aren’t quite right but are not sure where to start?

Often teams are built around successes – secure a big contract; solve a tough problem; win an industry award – but can you be sure they’ll do it again? Read more

*You* are the biggest blocker to your own success

When I asked, ‘What stops you from reaching your full potential?’ I received a surprisingly candid response.

The results, from a LinkedIn poll, showed a majority of people see themselves as  the biggest blocker to fulfilling their potential. Read more

IiP & TRAINING – Part Three of a Series of Three.

It is a simple step to adopt the use of EFQM models for a Balanced Business Scorecard. A Balanced Business Scorecard will help you monitor how your different activities are contributing to the bottom line. Read more

A Journey, not a Course. Evolution, not Revolution.

Leaders evolve over time, they are not born, but they can suddenly appear. Some leaders appear ready-made, but this is as a result of the positive contribution their upbringing and background has made. Leadership ability is not achieved by attending a course, you cannot get a genuine degree in Leadership. Read more

Leadership step 2: Self-Knowledge.

Self knowledge builds on the foundation of awareness. It is knowing the impact you have on those around you when you express your normal desires and how to control those actions to achieve the optimal result. So while self awareness involves internal exploration, self knowledge is outward looking and involves learning how to observe, listen and evaluate. Read more

The bottom line for all businesses

By McQuaig Consultant, Dave Stent.

With the current economic climate affecting nearly every Business worldwide we all have to find ways of delivering even more for the clients ‘buck’, or in some painful cases for less.

To do this we focus on the areas where we can make operational savings typically through actions such as reducing overheads, reorganisation and given the biggest area of cost is the employee base this is always on the radar. Read more

Management and Personal Development

Effective people are the drivers of a successful company and effectual recruitment practices are essential to ensure that the most effective people are hired BUT that is not enough.

Hiring the right person for the job is the first step but unless you have the means to manage, motivate and develop your people you will still not get the performance you need. Recent statistics have confirmed that it is the management of your people that decides whether they stay or leave, perform or allow their talents to be wasted.

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Determine What Type of Sales Talent Your Company Needs

According to a recent survey by CSO Insights, 43% of salespeople do not achieve quota, ramp up time continues to increase, and the ability to close forecasted business is less than 50%.

So why do sales people who may have been stellar performers in one company turn out to be underperformers in another?

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