Many of us may recall the 1992 film Glengarry Glen Ross that depicts two days in the lives of four real estate salesmen and how they become desperate when the…
For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales…
As I sit at my desk writing this article I am reflecting on the past 4-5 weeks where sitting at my desk and taking time to think, ponder, and reflect…
We read a lot of information and articles about the importance of sales managers being great sales coaches and the impact of coaching on sales results and salespeople’s effectiveness. Like…
The 2015 Sales Trend 7 – Beyond Sales KPIs see our focus shifting to how we can get closer to the moments of truth and measure sales effectiveness in a…
Admit it, we all like a bit of encouragement every now and then. Yes, there are those who want it on a more frequent basis than others but whatever our…
Sales Trend 5 of our Sales Trends Report for 2015 is about the new accountability is holistic learning. Learning and Development (L&D) across the board, and especially in sales, has…
My one wish for sales teams is that they are given the opportunity to continue to learn and develop in a dynamic learning environment where learning, reflection and constant iterations…
We could be forgiven for thinking that everything about selling revolves around numbers, developing new opportunities, making sales and achieving results. Because that is what is usually written and spoken…
What type of salespeople do you want on your team? What type of salesperson do you want to be? Do you want salespeople who do as they are told or…
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