Root Cause Analysis and its application to Sales

Root cause analysis (RCA) is the process of discovering the root causes of problems in order to identify appropriate solutions. RCA assumes that it is much more effective to systematically prevent and solve for underlying issues rather than just treating ad hoc symptoms and putting out fires. The 3 Goals:  The first goal of root cause…

Maslow’s Theory of Human Motivation applied to Sales

Maslow’s hierarchy of needs was developed by Abraham Maslow, a specialist in human behavioural psychology. The hierarchy was first developed to help explain the connection between basic human needs and human desires. The hierarchy, often visualised as a pyramid is split into five categories. Put simply unless we have the fundamental basic human needs at…

Benchmarking and Best Practices: What are they? And how can we implement them?

Benchmarking is the process of comparing one’s business processes and performance metrics to industry bests or best practices from other companies. Dimensions typically measured are quality, time and cost. Effective benchmarking can play an important role in helping companies of all specialities and sizes stay competitive and nimble. The penalty for neglecting proper benchmarking is loss of competitive…