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Category Archives: Sales Culture

Why hiring or keeping the 600lb sales gorilla is a mistake

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 league ladder sales results, yet feared by many for their aggressive, manipulative, ego centric, demanding, intimidating antics, countless CEO’s and sales managers have allowed these […]

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Can sales and medicine mix?

As you know, I am an advocate for the philosophy that ‘everybody lives by selling something’ and that people buy from people they trust. At its best, selling is about the principle of exchange:- the exchange of value where both parties benefit from open and transparent communication and know what they are engaging in. So […]

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What’s the difference between a member, a client and a customer?

What’s in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services, experiences, donations, etc. Different industries can have different terms for the consumers of their products and/or services. We see terms such as customer, client, patient, […]

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Is internal competition eating away at your sales results?

Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in the 21st Century! There are a growing number of businesses adopting more collegiate, lead team approaches. However, despite different types of cultures, sales performance and […]

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How do you create future sales superstars?

How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the tools, processes, plans and support essential to our success. Knowing full well what you were getting yourself into. For most, if not all of us, […]

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Culture Fit

Culture Fit was voted by you as the number 6 Sales Trend for 2010. What is Culture Fit? Well the first place you are likely to hear about Culture Fit is when you are recruiting for new staff or being recruited yourself. For instance, Culture Fit Interviews differ from Behavioural Interviews, in that the Behavioural […]

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Selling is not a dirty word

We are not born with our beliefs or values, they are taught to us. Our thoughts, feelings, views and opinions about the world are shaped by our experiences of many people and many things. They are coloured, rightly or wrongly, by our perceptual filters which we learn from others. ‘Watch who you let near your […]

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Is your sales effort built on a house of cards?

Is your sales strategy and projected sales growth built on a house of cards? For many start-ups this is the case. Their initial sales growth often comes off the back of an entrepreneur’s ideas and the hard work of a dedicated few who pitch in, take on multiple roles and tasks all the while promoting […]

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Why is ‘cheap’ a false economy?

Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to an action which saves money at the beginning but which, over a longer period of time, results in more money being wasted than being saved. […]

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Why ‘everybody lives by selling something’ is key to your success

‘Everybody lives by selling something‘ was the trend, in our 12 Sales Trends for 2010, voted as second most important for businesses in 2010. It is a very significant trend on many levels as it involves everyone, not just the people who are labelled as ‘sales’. ‘Everybody lives by selling something’ has had a profound […]

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