In most companies, very few people are interested in developing advanced communication skills. From experience, I’d say it’s around 1% — and research supports the idea that while many people recognise their skills need improvement, far fewer actually act on it. For example, more than half of professionals say their presentation skills need work, but only around 20% seek out training.

So yes, in any team, only a small number will push themselves to master the art of communicating clearly in meetings, presentations, and at events. And fewer still will keep pushing once the course is over, the slides are put away, and the day-to-day pressures take over.

But here’s the thing: sometimes one person is all it takes to make a difference.

Why investing in one person matters

For SMEs, the fear is often: “What if we train them and they leave?” But the evidence points the other way:

• 94% of employees say they would stay longer if their company invested in their training and development.

• Companies with strong training programmes enjoy 218% higher income per employee than those without formalised programmes.

• And staff are 45% more likely to stay in their role if they receive training.

In other words, training is not a ticket out — it’s one of the best ways to hold onto good people.

The two real drivers of growth

From my experience, two factors drive whether someone develops advanced communication skills:

1. Necessity. If your role demands high performance — whether that’s winning deals, solving problems in meetings, or leading projects — then communication becomes non-negotiable.

2. Environment. People don’t know what they don’t know. If you’re surrounded by colleagues who never push themselves, it’s hard to improve. But spend time with ambitious, driven people who value communication, and the standard rises for everyone.

That’s why the smartest SMEs deliberately create environments where people can learn, stretch, and be supported.

How SMEs can start small

You don’t need a big training budget. Instead, look around your business and pick just one person you believe in. It could be a young apprentice, a promising sales rep, or a marketer who shows initiative. Give them:

• Access to a good course or mentor

• The chance to practice in real settings (meetings, client calls, presentations)

• Clear feedback and encouragement

When people feel their employer has invested in them, loyalty deepens. That investment often pays back in confidence, clearer communication, stronger client relationships — and ultimately better results for the business.

The ripple effect

Dynamic people who can articulate what matters most, when it matters most, can have a transformational impact on a company. Sometimes that transformation starts with just one person.

For SME leaders, the opportunity is simple: look around your company. Find someone with potential. Invest in them. Back them to grow. The return on that single decision can last for years.

In today’s fast-paced business world, success depends on more than just hard work—it requires strategic thinking, growth tools, and powerful communication. Whether you’re a seasoned leader, a sales and marketing professional, or a rising star looking to make an impact, the ability to solve problems, drive projects forward, and win deals is essential.

At Hargreaves Marketing, we provide the expertise and resources to help you achieve these goals through strategic consulting, coaching, and specialist growth services.

The Power of Professional-Grade Growth Tools

Leveraging the right tools can be the difference between stagnation and exponential success. Our advanced solutions equip professionals with data-driven insights, automation, and strategic frameworks that accelerate progress and maximize efficiency.

Communication: The Secret to Influence and Impact

Sophisticated communication is not just about speaking or writing well—it’s about delivering the right message at the right time to the right audience. Whether it’s closing a major deal, aligning teams around a common vision, or crafting persuasive marketing campaigns, mastering this skill can significantly impact your results.

How We Help You Succeed

Through our consulting, coaching, and specialist growth services, we empower you to:

• Solve complex problems with a structured, strategic approach.
• Drive key projects by implementing proven methodologies.
• Win more deals by refining your sales and marketing strategies.

By combining cutting-edge tools with expert guidance, we help professionals like you unlock new levels of success. Are you ready to take the next step in your growth journey? Let’s start the conversation today.

For small and medium-sized enterprises (SMEs) looking to scale, having a great product or service is only part of the equation. The real differentiator lies in how well your senior salespeople and key account managers communicate—both with customers and within your own business.

The Power of Communication in Sales

Your top salespeople aren’t just deal-closers. They’re relationship builders, problem-solvers, and project drivers. Their ability to communicate effectively determines how well they:

• Develop trust with key clients – Strong relationships lead to repeat business, referrals, and long-term contracts.
• Negotiate and close deals – The right words, timing, and messaging can make or break a sale.
• Align teams internally – Sales doesn’t operate in a vacuum. Success requires seamless coordination with marketing, product teams, and customer service.

Internal Communication: The Key to Efficiency and Execution

For an SME, miscommunication internally can mean wasted time, missed opportunities, and lost revenue. Your sales leaders need to:

• Clearly communicate customer needs to product and operations teams.
• Collaborate with marketing to ensure consistent messaging.
• Solve problems proactively, reducing friction between departments.

External Communication: Winning and Keeping Customers

When engaging with clients, first-class communication skills help senior salespeople:

• Understand customer pain points and position solutions effectively.
• Build strong, trust-based relationships that lead to higher retention and bigger deals.
• Handle objections with confidence, turning challenges into opportunities.

The Bottom Line for SME Growth

If you want to grow your SME, investing in communication training for key salespeople is a game-changer. It leads to:

• Stronger client relationships
• More efficient internal collaboration
• Higher close rates and larger deals

Want to see real growth? Prioritize communication excellence in your sales team, and watch your business thrive.

What steps are you taking to enhance communication within your sales team? Contact Adrian Hargreaves to discuss.

Some people appear ultra-confident, but often, that confidence is just a projection. In the business world, we all adjust—sometimes subtly, sometimes drastically—to fit into workplace expectations. However, straying too far from our authentic selves can be risky. When there’s a disconnect between who we are and the culture we work in, discomfort follows. At that point, we have two options: either “act the part” (which becomes exhausting over time) or seek an environment where we truly fit.

Ideally, we should minimize the need to “perform” at work. Authenticity matters—people can see through forced confidence, and when communicating strategy, that’s the last thing we want.

Instead of mimicking someone who “always looks confident,” focus on the real source of confidence: competence. Mastering your role and refining your skills naturally breeds self-assurance.

When it comes to communicating strategy effectively, two key elements matter:
1️⃣ Strong communication skills
2️⃣ Deep understanding of the strategy itself

Fear of failure holds many back. Shift your mindset—replace fear with a genuine desire to engage with your stakeholders in a meaningful way. Effective strategy communication isn’t about acting confident; it’s about truly knowing your subject and connecting with others authentically.