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In many SMEs, salespeople are heavily measured by numbers but often receive very little coaching, mentoring, or practical support. There is an important difference between managing performance and developing capability. Managing typically focuses on monitoring activity, targets, and results, while developing focuses on helping people improve the skills, confidence, and structure needed to perform consistently over time. Effective sales training and mentoring can strengthen ke

Starting your own business is exciting, but it’s also when many people get stuck. Most aspiring entrepreneurs have a solid foundation and a good business idea, but even small challenges can cause hesitation as they start their company. It may go without saying, but planning is crucial for business owners, whether first-time or existing entrepreneurs. Once you’ve determined your business idea, industry-specific research is vital to ensure you fully understand the industry, you

One thing all businesses have in common is that growth is positive. For business owners, a sentence you’ll never hear is: ‘I don’t want any business growth, I’m happy with very little.’ From small business owners to large corporate founders, growth is a shared goal. When preparing for growth, mistakes are common. An example of this is hiring more salespeople to fix problems that require more planning, not more staff. Roles are often too broad, which can be a part of the prob

Over the past few months, I’ve had the privilege of working with a variety of ambitious local businesses across Northern Ireland as part...