Articles by Shelley Hall - Principal of Catalytic Management

Promises, Promises: When You or Your Clients Say One Thing But Do Another

"We're Job One!" "The Customer is our Business!" "The Customer Comes First!" These are all well known branding statements that were built around the belief that differentiated customer service drives profits. And they're right, IF and ONLY IF those promises are kept.

Creating a Results Driven Sales Culture in Today's Community Banks

You need more than mere sales training to create, support and sustain an effective results-driven sales culture bank-wide. The article covers the most important factors for success.

Unrealistic Expectations Doom CRM Initiatives

How to ensure that your CRM implementation solves the problems you want to address

Sales Manager's Cheat Sheet Is True Performer

Follow this five-step cheat sheet to develop an effective sales incentive compensation plan.

Turn to Your Customers to Solve Customer Churn

Originally published in the "Business Strategy Series" in January 2007, this article walks you through the steps you need to take to perk up flat sales and reduce customer churn.

Are You Dependent on Just a Few Clients? If So, a 50/30 Alarm System Can Help

If 50 percent of your business comes from 30 percent or less of your clients, an alarm should go off! That alarm is telling you to expand your client base and think about how you market your services. Consider the process described in this article.

3 Management Practices For Greater Success in 2007

The latest research in organizational effectiveness demonstrates that companies that are strong in these three management practices find themselves at the top.

Keep Your Customers From Revolving Door

Are you working too hard only to see your customers walking out the door? Read on!

Take Action, Resuscitate Flat-Line Sales

Follow these steps to see your sales grow.

Choose Sales Training That Fits Your Needs

One size does not fit all! Learn how to align your sales training with your firm's needs.