When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your…
The prevalent way of measuring sales performance is a combination of KPIs. These include the obvious sales results, and a few others, like number of calls and meetings, new opportunities,…
‘He who hesitates is lost’ is a saying I have chosen to kick off this topic. Why? Over 50 years of empirical research into sales success shows that people who…
As a woman who’s been in business and sales for over 30 years, a business owner for 27 years of those years and a working mother for 24 years, I…
This is not the first time I have written about Race to the Bottom issues, nor will it likely be the last. However, I am prompted to raise this topic…
Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good…
Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of…
Many of our clients have been looking for salespeople over the last few months and their experience seems to reflect what the stats are saying: it’s taking longer to fill…
It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of…
In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
New Article Email Notification