Richard McCandless

by Richard McCandless, Regional Director – Scotland & Newcastle In today’s competitive business landscape, setting Key Performance Indicators (KPIs) and targets is crucial for driving growth, ensuring accountability, and achieving success. This holds especially true for sales teams, where clear objectives and metrics can provide direction, motivation, and a roadmap for success. This article will

by Richard McCandless, Regional Director – Scotland & Newcastle “If your actions inspire others to dream more, learn more, do more, and become more, you are a leader.” – John Quincy Adams (US President, 1825-1829) Inspirational leadership drives: In order to inspire and engage your team, they need to understand the BIG picture, the overarching vision of the business,

by Richard McCandless, Regional Director – Scotland & Newcastle You’ve gone through every step of the sales journey, learned everything there is to know about your prospect’s needs and how your product or service solves their problems, and you feel as though you’re building a strong relationship. And yet, you can’t quite get them over

by Richard McCandless, Regional Director – Scotland & Newcastle How to create a pricing strategy that makes your sales skyrocket When running a business, whether service or product based, it can be so tough to know where to start with pricing. Do your research and don’t pluck numbers out of thin air. Consider the skills

by Richard McCandless, Regional Director – Scotland & Newcastle Do you know WHY customers buy from you? From price, functionality, and quality to customer service and simplicity of the buying process, there are many reasons why people make a purchase. To sell successfully, it’s important to find out what makes your customers or prospects tick.

by Richard McCandless, Regional Director – North East England & Scotland What is a sales process? A sales process essentially works as a step-by-step guide for sales reps to follow to turn prospects into new customers. Why is it important? Having a clearly defined sales process ensures that every team member is singing from the

by Richard McCandless, Regional Director – North East England & Scotland Building and maintaining a high-performing and engaged sales team can be a challenge, but it is essential for achieving consistent business growth. Here are five key considerations for creating your dream team and closing those sales! TIP 1: Assign tasks based on key skills