Marco's personal web log

This is my personal blog where I share thoughts, ideas and inspiration. Sales Excellence – Coaching – NLP

I travel a fair bit and get to see and experience different airports. What I find amazing is how different the security checks are handled.

It's pretty fast to get through security in London Gatwick, for example, even at extremely busy periods. It's not fast in Berlin. It took me 50 minutes recently to get through security at the airport in Berlin. My guess is that Gatwick could handle twice the amount of passengers with an average waiting time of only 15-20 minutes.

How does Gatwick do that?

They improved a typical bottleneck.

Gatwick Airport optimised the security process by reducing a long-term bottleneck: getting hand luggage onto the belt quickly by having large enough spaces for multiple people getting access to trays and the belt simultaneously!

In contrast, there are many airports, e.g. Berlin, that are not operating that way. Instead, there is a huge bottleneck due to only one person loading a tray onto the belt at one time. This causes long queues which move very slowly. This bottleneck is baked into the system and no amount of additional staff can eliminate it.

Supermarkets have also switched to multiple self-checkouts because of this reason.

Kudos to London Gatwick and also Stansted, that have done a great job in improving the security process!

If you work in Sales Management map and review your entire sales process and look out for any bottlenecks!

“No matter what you are doing, keep the undercurrent of happiness. Learn to be secretly happy within your heart in spite of all circumstances.” – Paramahansa Yogananda

Starting a personal blog today ...

Reach out to me via email marco[at]marcodavi[dot]com.

I started my career as a quota carrying sales rep, then moved into sales engineering and now specialise in helping sales leaders and teams improve sales productivity and win more deals.

My academic background is in experimental physics and I also hold an MBA from Warwick Business School.

I have lived in 4 countries (Italy, Germany, Ireland and the UK) and speak English, German and Italian fluently.

My areas of research and interest include:

  • Sales Excellence Strategy

  • Sales Methodology

  • Sales and Marketing Alignment

  • Performance Coaching

  • Coaching with NLP

I believe that how you sell is more important than what you sell!

My expertise includes:

► Develop a sales enablement strategy that improves sales communication and productivity.

► Create a competitive advantage through customised sales methodology workshops, training and tailored sales tools that help to maximise revenue, increase average deal size and improve close rates.

► Develop and deliver sales excellence coaching programmes for frontline sales managers with the goal to elevate sales team mid-performers while also retaining top talent.

► Design and deliver sales new hire onboarding for sales reps, business development reps, account managers and technical sales engineers that minimises ramp-up time while increasing employee satisfaction and reducing costly staff turnover.

► Develop training courses, playbooks, battle cards, sales tools and product marketing materials that improve sales, customer satisfaction, technical sales support and partner engagement.

I am a Certified Command of the Message Facilitator, Force Management as well as a Certified DISC Practitioner.

I am starting a new podcast about sales and communication here: https://anchor.fm/marcodavi