5 claims about sales

Systematic sales management

I have noticed that many people have an ad hoc approach to sales, managing them by instinct or hunches. Sometimes that is needed, but for the most part sales call for systematic and specialist work. In my experience, a sales strategy guided by the company’s strategy sets the course for sales that management wants. Carefully thought out and systematic processes enhance operational efficiency and ensure it is easy for a customer to buy. Processes enable the whole organisation to work in harmony, which in turn ensures customer satisfaction and a high customer retention rate.

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The New Year brings changes in BBI Group’s operations as 2020 passes into history

The whole world has been buffeted by change as the coronavirus spreads, and now many companies are fighting to survive. There is always change, but this year it has been profound and sudden for all of us. There are changes in BBI Group’s operations also, although not because of the pandemic. As from 1 January 2021, Ippa Hertzberg steps in as BBI’s CEO to speed up the company’s growth and put wind in its sails. My personal change is that my five-year stint at Honkarakenne is now at its end. I will now concentrate on developing BBI Group as Board Chairman and, in the role of Senior Business Advisor, on helping BBI’s customers develop their own businesses. In the challenging situation created by the pandemic, I will offer my own expertise pro bono to five companies to help their businesses find a way forward.

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Why is board work worthwhile in a small company?

As a company grows, its interface with markets, customer, partners and society at large also grows. The resources of the company’s owner and management are not then sufficient on their own to manage the company and the organisation while still responding to the changes happening around it. One way to rectify the situation and support management and owner is to form a skilled board of directors. The need for a board also increases during a transition phase – for instance, during a change of generation or when recruiting a CEO from outside the company.

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