‘Rethinking Sales Incentives’ was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50…
Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
In December 2010 we published The 12 Sales Trends of 2011 and invited readers to vote on what they thought would be the most important trends in sales for this…
For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the…
Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million,…
For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage…
Up until 20 years ago, a key function of a sales manager’s role was the regular training of their sales people. What did this look like? Well, something like this:…
Through the looking glass was voted by you as the number 8 Sales Trend for 2010. Many sales people are tired of being told that they need to sell like…
I recently had the opportunity to MC and attend the “Optimising the Sales Force Conference – OSF2010 (website delete)” which was the follow up to the inaugural OSF2009. Building on…
The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the…
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