In our attempts to be polite, everything recession-oriented has the strapline “survive and thrive”.  My book… workshops run by accountants… and seminars run by banks, business support organisations and consultants now give everything the S&T tagline. Sometimes we reverse the letters so it is T&S!

The implementation of an effectual incentive system for sales staff is a subject repeatedly requested on management training courses.

You are planning an incentive campaign for your sales team in order to win back a lost share of the market. The sales competition should give your salespeople the requisite motivation boost. The aim of the campaign (gaining at least one new client a week) and the participants have already been established.

Do you know where your profits come from? I don’t just mean, what’s left at the end of the month, but who, how and what drives the profitability of your business? It’s a simple question, but according to a report I read from a well known firm of accountants, one in two businesses can’t accurately determine their profitable customers and products. Now, that’s a bit scary!