Category Archives: Sales Culture

Success is a moving platform

Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you seen the role of ‘sales’ change over the last few years in your industry? How do your sales people compare to your competitors? How do […]

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The cost of poor sales selection

Have you ever done the math on how much sales recruitment costs you, especially when you get it wrong? If you are like most managers then chances are you haven’t. So let’s consider the costs, overt and covert, involved in sales recruitment. If you don’t know it already, sales recruitment is one of the toughest […]

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Creating the right environment

I was running a ‘train the sales trainer’ session with some experienced, professional Sales Managers the other day. The session I ran is designed to equip these managers to run mini sales training modules of as part of our sales fitness programs. Many manages are not trained facilitators and so we make sure we give […]

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Leading a healthy sales career

It is well documented that being healthy (physically, emotionally, and mentally) is vital to leading an effective and productive life. In sales your health is a critical factor to your success. Many highly successful sales people I meet are self disciplined in all aspects of their life ensuring they are fit, healthy and well trained […]

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The Hard Sell

I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And if you ask most people about what they think about the profession of selling they will often describe something akin to the ‘Hard Sell’. Of […]

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Professional Services firms are feeling the pinch

Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many have to come to grips with the fact they need to sell. The market has definitely changed. You cannot sit there aggressively waiting for the […]

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Leadership, Sales and a Clear Message

Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without exception, we discussed the current and possible effects of the GFC (global financial crisis) on our markets and especially on our thinking and our actions […]

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Don’t take your frustrations out on your customers

As mentioned before, Sales and Service roles are not for the faint hearted and can often take their toll on your good nature, your energy and your ability to deal effectively with frustrating issues, especially when you put in the effort to do the ‘right thing’ by your customers and it is not appreciated, acknowledged […]

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Desperate Times Don’t Call for Desperate or Deceptive Measures

As markets tighten and people’s sentiment can tend towards the negative it is critical that we don’t get spooked. As mentioned before in the article about “Watch who you let near your mind” we need to examine all the evidence at hand, make informed decisions about our market and continue to ensure that our prospecting […]

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Be Consistent & Keep Your Customers Happy

One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of people. If left unchecked this leads to confusion, frustration, wasted time, wasted effort, impaired brands and reputations, lost revenue and lost customers. These issues don’t […]

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