Is Professional Continuing Education really worth it?

Professional service firms are often driven to become their clients most innovative and detail oriented partners. Professional services organizations such as the Architects Institute of British Columbia or the Financial Planning Standards Council have helped fuel this culture of continuous improvement.

A common model for continuing education is members are required to complete several learning credits administered through seminars, lunch and learns or specific professional development days.  For many firms these courses can be costly, inconvenient and time consuming.  Do they offer the kind of value that will develop tangible benefits for those taking the courses?

Effective Lead Generation Part 2

Measure Your Results

Measuring your results gives you a tool that you can use to keep your business on track with your goals. If you are not measuring the results of your sales endeavors you are giving yourself a great handicap.  This is something that must be taken seriously from the top down in your organization.  Create a plan to invest in monitoring your results.  Firms with a formal strategy for evaluating the effectiveness of their marketing and business development programs are 240% more likely to say they are extremely effective against their competitors.  That’s a big deal!

Especially if your team are not used to tracking their time and their results, you may experience some push back as you start to implement the reporting process.  Make it clear to your team that the reasons behind it are for you as a manager to be a more efficient with your resources, and that it will result in your team being more focused and productive.  Do not allow apathy, resistance to change, or any other obstacle to dissuade you from measuring your activities, monitoring the results and implementing change.  Keep in mind that your metrics must be simple, tangible, objective and observable. 

Effective Lead Generation Part 1

Sales are a vital part of any business, and the lead generation team are the back room heroes of your sales force. Unfortunately, this area of most businesses sees more missed opportunities, more wasted resources, and is often more neglected than any other area in marketing and sales. The truth is that with a well run lead generation department you can build a huge competitive advantage into your company.

Your lead generation team not only has a profound effect on your sales team’s productivity and your bottom line, but also on your sales team’s job satisfaction.  Have you got great people on your sales team?  Make more money and keep your star performers longer by helping them perform better. 

What follows are 7 principles that will rejuvenate and fortify your businesses Lead Generation department.

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