Are these Agency Anchors Dragging Down Your Business?

Sales is a dirty word. We’re consultants, we don’t sell!

It’s a common phrase we hear from agency teams that haven’t experienced the benefits of consultative selling. With the right training, agency people quickly realise that their natural skills in questioning and problem solving make them great at opening new opportunities.

Over service – Everyone is busy but it’s not showing on the balance sheet.

It’s often easier to just say yes but with the confidence to have that crucial conversation, your team can claim back time and be more profitable. 

Accidental managers – Inadvertently pushing your best talent straight out of the door.

Just because someone is great at their job, doesn’t instantly make them a good people manager when you promote them. It’s one of the most important and difficult skills in the industry, so why don’t we invest more in people management training? 

Senior folks used as sticking plasters – Because you don’t trust your team on their own in front of the client.

It keeps directors working in the business, rather than on the business and holds back your other people. Investing in impact communications and presentation skills can equip your team with the wow factor in front of clients.

Hiring clones

Yes, you’re great but a business full of people just like you is never going to scale.  Getting the right mix of personality types and skills is essential to grow an agency business beyond the cult of an individual leader. Using a psychometric system like Insights Discovery can be instrumental in helping identify the right individuals to hire and to enable the team to communicate effectively with each other and clients.