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Laurence Ainsworth Articles

Guest post by: Laurence Ainsworth

Developing a Structured Approach to Sales Pipelines - The Issues - Click To Read Article
For many businesses, managing sales performance, is simply nonexistent which leaves them hopelessly exposed when business hits a downturn. They have no idea what shape they're in or, more importantly, be able to quantify what sales they need to get back on an even keel, how much activity needs to take place to generate the requisite sales, or the length of time it takes to get from first contact to order. This lack of knowledge is a major contributor to why many smaller businesses fail.

Improve Your Return on Sales Effort Qualify Properly - Click To Read Article
The current vogue for focusing on closing has almost completely ignored the critical role qualification plays in managing the sales process and improving your chances of closing sales and more importantly stops you wasting your time with those companies that have no real intention of purchasing from you.

Cash Shortfall? - Managing Creditors - Click To Read Article
When you are in a situation where you cannot pay all your current creditors you must start to prioritise who you pay, and when you pay them. If you are a retail business for example; then your suppliers are the most important since without them you have no products to sell. If you have credit terms try to extend them, if not, at least attempt to maintain your existing terms otherwise your cash position will get worse.

Three Steps to Successful Sales Forecasting - Click To Read Article
In most businesses this (the 4th) quarter is the busiest and much sales effort is focused on getting the best results from these critical weeks. However good sales managers are also preparing get to grips with next year's sales targets. This article gives you three simple steps to successful forecasting





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