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
As the evenings start to darken far too early, we like to review our main challenges and successes of the year, as illustrated above. We get to appreciate our clients for their support and trust in us. It is always a pleasure working with them and it certainly keeps us on our toes, keeps our knowledge super current, our wealth of best practice healthy and inspires us to keep working on new ideas, concepts and solutions!
If we can help you with sales or other business challenges, do contact us on:
PiP Associates Virtual Classroom training: The background and benefits
For any business, sales training (external
and internal sales) is vital, to achieve improved results. It is also self funding e.g. business development
training generating new clients or negotiation training generating increases in
profitability from client negotiations will bring in far more revenue than the cost
of the training. Win-win all round!
The two main barriers that we encounter
when running group training are (1) work down time – two or three days away
from the job has a significant opportunity cost and (2) delegate travel and venue
costs. Add to this the fact that some
clients only have, say, 1 to 3 people that they want to train or they have
specific individuals with specific training needs.
So, whilst we recommend that group residential
training programmes are the most successful and effective route to learning and
instilling long term changes in behaviour, our clients are also reporting great
results from our Virtual Classroom coaching.
Nothing complicated - it’s simply our
training, delivered live and one to one, via internet media e.g. videoconferencing,
by our super-coaches with all the interactivity, stretching involvement, fun
and relevance that they are passionate about providing.
Some of the benefits of Virtual Classroom
training (collaborative, interactive and engaging).
·Tailored and focused content (specific to individual training needs).
training (reduced expenses and down time).
learning (bite-sized with follow up measures).
·Flexible logistics (delegate
location, training time and media to suit).
Plus the same benefits as our group training
·Results - We work
hard to understand your business and training requirements then relate our
training to deliver solutions and results.
·Experience - Our
trainers are time served business professionals, with at least 15 years experience
to senior level plus their extensive years of coaching here at PiP.
·Commitment, always! - Delegate
commitment to actions, for follow up to ensure that theory is turned into practice
So, if training is on your to-do list, do
contact us to discuss – we’d love to help! (+44 (0)113 2892686; firstname.lastname@example.org)