Most businesses grow to a certain size then struggle to push through. In fact, according to research by strategy advisor and business mentor Jenny Stilwell, only 7% of businesses break through $2 million in turnover. Jenny is author of The 7% Club, and she highlights the three key areas of challenge for companies looking to grow beyond $2m: complexity, people management, and transitioning from business owner to CEO.

Jenny discusses the importance of strategic growth and understanding the desired direction for the business. Customer service is an advantage that small businesses have in providing a more personal approach. Jenny suggests that large organisations can improve their customer experience by focusing on the human connection.

MORE INFORMATION

• • Jenny Stilwell
  • Jenny’s LinkedIn 
  • The Sales Doctor 
  • The Sales Revolution Book

The sales landscape has changed significantly observes Ingrid Maynard, host and CEO of The Sales Doctor. She says sales leaders and salespeople need to focus on three key areas to be successful: pipeline, driving the sales process, and activity levels and technique.

Managing the pipeline is crucial, with each person’s pipeline needing to be a multiple of their sales target. Driving the sales process involves being proactive in creating opportunities, embedding belief, and shortening sales cycles. Salespeople, Ingrid insists, need to work on both activity levels and technique to succeed in today’s tough economic conditions.

MORE INFORMATION 

The Sales Doctor 

The Sales Revolution Book

Have you stopped to consider who your customers are and what they are saying about you? Do you even want to know? It can be hard confronting the truth in case the truth is not what you want to hear. Ingrid Maynard explores the importance of customers and their impact on an organisation’s reputation. The definition of a customer needs to expand beyond traditional buyers. Ingrid introduces the concept of becoming a magnetic organisation, where positive experiences lead to a multiplying effect on the organisation’s reputation.

• • The Sales Doctor

Glen Simpson has had an unusual pathway to corporate leadership. As a trained agronomist, his career in agriculture and his work in addressing food shortage in developing countries underlies his commitment to aligning activities with the needs of the communities. One of the biggest challenges for executives is achieving alignment around purpose.

Glen discusses the impact of organisations on society and the importance of transparency. The success of an organisation, he says, depends on the mindset and well-being of its employees. He has lessons for others in leadership roles: listen actively and be present in conversations to build strong connections and understanding.

MORE INFORMATION

• The Executive Connection
• The Sales Doctor
• Mutual Mattering E-Book by Ingrid Maynard 
• The Sales Revolution Book

What underlying values do you have that drive your business or organisation? Well, Sam Paior employs only disabled people and family carers, because she believes it’s important to have peers serving her clients. Sam is Founder and CEO of The Growing Space, a disability consultancy providing one-to-one support coordination for disabled people and families navigating NDIS.

Sam explains how they handled the challenging time of COVID and restrictions imposed on those working in the sector. Also, she discusses how she manages and communicates with her team who work remotely in all parts of the country. Openness and a high degree of trust are important elements in the culture of The Growing Space, which is reflected in its low turnover of staff.

MORE INFORMATION

• • The Growing Space
  • The Growing Space Facebook Community
  • The Sales Doctor 
  • The Sales Revolution Book