As a value added resource, The Beveridge Consulting Group twice a month produces new resource articles with proven expertise to help you implement Beveridge Think.

Goal Attitudes & Sales Productivity
It's been said that in the absence of clearly defined goals, we become strangely loyal to performing daily acts of trivia. ........

How to Guarantee Results: A New Attitude About Sales
Would you consider the purchase of a new car from any manufacturer if it did not have a warranty? The buying public is suspicious of both the product and the motives of car builders and dealers -- a response not necessarily unique to the auto industry ........

Leading Distributors & Dealers - Making A Real Difference
What are the most significant challenges facing those who sell through distributors and dealers? ........

Quality Counts
Establishing a clear understanding of what is good productivity is as important to the selling profession as it is to any production department ........

Keep Your Managers Out of the Sale
Management's number one job priority is to coach and train subordinates, yet most sales managers don't really function in that capacity at all ........

The Orchestrators: Recognizing "Partnership" as a Competitive Advantage
High level performers in the business world who enjoy outstanding achievements frequently demonstrate mastery of orchestration, that is, the ability to arrange or integrate all elements in their environment to produce a unified synergistic support system. What is orchestration and how is it used to achieve results? ........

Putting Virtue Back in Business: Can Worthy Values & Profitability Co-Exist?
Call it what you will - debacle, scandal, demise - "Enronitis" has fueled doubts about business antics in Corporate America, and forced a closer look at trust, integrity and the company-employee connection........

The Penalty Of Leadership
In every field of human endeavor, he that is first must perpetually live in the white light of publicity. Whether the leadership be vested in a man or in a manufactured product, emulation and envy are ever at work........

Who Is Willing To dare to TRI™?
The last several months have again brought together two passions in my life - business and Ironman triathlons.......

Sales Remuneration Programs
The sales remuneration program is one of a company's most important tactical weapons for reinforcing business strategy and development. Yet, most sales pay programs are very ineffective because they are based on a historical environment and are not integrated into the company's overall goals and strategies.......

Raise The Bar!
I really respect Mary Lou Retton as an athlete, as a person and as an individual who seems to understand the 'how to' of success......

Adapt, Evolve, or Perish - Professional Survival Demands Professional Skills
Some people might not like the sound of this, but it's true. Security comes from one's confidence in his own skills......

Customer-Focused Proposals
The customer-focused salesperson spends a great deal of time learning the customer's business and needs. We must then ask ourselves, "How can I get a return on my time invested, or how can I finally ask for the business without jeopardizing the customer-focused positioning that we worked so hard to accomplish?".....

Management Continuity & The Training Guide & Productivity Checklist
Developing people. That is the job of sales management. Too often however this job priority is not accomplished effectively because of the crises management mode many managers and sales managers find themselves trapped in.....

Developing A Team Commitment
It has become obvious through our many consulting engagements, that most organizations need to proactively and strategically develop a Team Commitment To Objectives and Goals....

The Myopic View Of Cost Reduction
At times it appears organizations are in the business of reducing costs...

What The Sales Leader is Keeping from the CEO
We have identified five "top of mind" questions CEO's most address with the leaders of the sales team...

Developing A Customer Focused Sales Team
The development of a proactive customer focused sales team is not only possible, it is a requirement in today's market place. Six issues you must immediately place as a high priority include...