PSISeptember2017

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Improve the productivity of sales staff. Set targets and use sales activity management data to measure the effectiveness of sales activity Jim Rathbone is the Managing Director of Rathbone Results. Contact him at jim@rathboneresults.com (continued from previous page) management structure is appropriate for the size of your company. As companies grow they can end up putting in place too many managers. “Too many chiefs, not enough Indians” comes to mind. Pay attention to the spans of control of all the managers (six to ten direct reports are appropriate in most instances). 13. Manage the performance of all staff by ensuring that all roles and performance standards are clear, documented and agreed with employees. Performance manage under performers. 14. Improve the productivity of sales staff. Set targets and use sales activity management data to measure the effectiveness of sales activity. React promptly to poor sales performance and agree the corrective actions needed to achieve targets. 15. If you never fire an employee, you will not maximise profits or achieve a high performing business, hard as this may seem. 16. Say “no” to additional hires, until it is crystal clear why the resource is needed. 17. Evaluate salary levels relative to the value each individual brings to company profitability. 18. Narrow employee benefits to those few that employees truly value. 19. For underperforming and unprofitable businesses, opportunity abounds. Assess how much of the work that is done is necessary. Evaluate how efficient is the necessary work that is done. Why not take the opportunity at your next management meeting to decide which of these 19 opportunities you will act on to make your business more profitable? REQUEST A CATALOGUE AT DVS.CO.UK THE LATEST DVS SUMMER CATALOGUE IS NOW AVAILABLE Get In Touch +44 (0) 2920 455 512 sales@dvs.co.uk www.dvs.co.uk Follow @DVSLTD /DVSLimited OUR PARTNERS
Net2 Entry Touch Smart, Simple Door Entry with a Premium Touch Durable 7" colour touch screen Personalise with multiple theme options Fully compatible with Net2 access control For more information: paxton.info/2853 2017 PSI PREMIER AWARDS WINNER
Page 1 and 2: September 2017 - £4.00 @SecurityDr
Page 3 and 4: September 2017 www.psimagazine.co.u
Page 5 and 6: www.psimagazine.co.uk EDITORIAL Mor
Page 8 and 9: INDUSTRY NEWS Mayflex uncovers scam
Page 10 and 11: They see a well secured airport. Yo
Page 12: APPOINTMENTS Jason Bezuidenhout Dis
Page 15 and 16: VIDECON LTD TRADE ONLY SECURITY DIS
Page 17 and 18: WE MOVE with trust in our partners
Page 19 and 20: EXTREME PERFORMANCE • eXperience
Page 21: EDITOR’S CHOICE The security indu
Page 24 and 25: INTERVIEW “Today's security insta
Page 26 and 27: PROMOTIONAL FEATURE High Quality An
Page 28 and 29: PANEL “I’m not surprised that a
Page 30 and 31: Get your Career off the ground from
Page 32 and 33: NEWS EXTRA (continued from previous
Page 36 and 37: Lower costs and increase peace of m
Page 38 and 39: CLOUD Security should not prohibit
Page 41 and 42: together raising standards Meet the
Page 43 and 44: PERIMETER SECURITY Improving securi
Page 45 and 46: Stay Connected to your Security Int
Page 47 and 48: F.C. United of Manchester scores a
Page 49 and 50: FIRE SAFETY Management & Installati
Page 51 and 52: To build the qualifications themsel
Page 53 and 54: The most sophisticated configurable
Page 56 and 57: FIRE SAFETY Audible and Visual Prot
Page 58 and 59: FIRE SAFETY Following the Grenfell
Page 60 and 61: FIRE SAFETY Emergency Lighting Stan
Page 62 and 63: FOCUS: FIRE SAFETY Extinguishing co
Page 64 and 65: FOCUS: FIRE SAFETY Home safety syst
Page 66 and 67: OFF THE WALL CAUGHT ON CAMERA Fall
Page 68 and 69: CCTV CCTV Rapid Deployment Digital
Page 70 and 71: SECURITY ANTI-CLIMB SOLUTIONS & SEC
Page 72: APPOINTMENTS Steve Evans APPOINTMEN

PSISeptember2017

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