Category Archives: Sales Results

Would You Listen to You?

feedback system

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting […]

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Recognition or Praise?

Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise! Yet for some reason, many sales managers find […]

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What’s influencing your customers’ buying decisions?

shopping cart with question mark

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing […]

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How Meditation Can Make You a Better Salesperson

pebbles in the ocean

In this increasingly complex world emotions such as empathy, compassion and benevolence are emerging as critical qualities of highly successful people, teams, companies and communities. Even in the highly competitive world of business and selling, those sales people and leaders who are able to incorporate these qualities into their daily work and personal lives are […]

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Top 10 Tips when Negotiating

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can […]

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How Commissioned-only Selling Ruined the Sales Profession

The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction of ‘commissioned-only’ salespeople. This initiative spawned negative effect on the reputation and results of salespeople worldwide and its stigma has remained ever since, commissioned or […]

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Turning Underperformers Into Sales Winners

the word clarity viewd from a glass

Underperforming sales people plague sales managers and organisations in every industry sector. Over the decades business leaders have adopted an assortment of tactics to combat and address this issue, with most showing little in return. Some large businesses have a policy to let go of the bottom 10-20% of sales performers each year and replenish […]

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No Sales Leadership + No Accountability = No Sales Results

Leaders stick hands in sand

Companies spend billions each year on sales training, organisational development, leadership training and other efforts to ultimately boost sales results. Often this is a waste of money because nothing changes for the better. Too busy looking for a short term boost, magic bullet or quick fix, i.e. the 1-3 day motivational sales training event, many […]

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Learning how to ride the Boom AND Bust economy

boom AND bust

These turbulent, challenging and sometimes volatile times we find ourselves living in are making many of us rethink how we do business, how we live our lives and how we engage with the world. Unless you are hiding under the doona, the rest of us are witnessing and experiencing a major transition from the Industrial […]

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Why leading an examined life is good for sales

Distressed not good for Sales People

‘Leading an examined life’ was voted as the Number 10 of Sales Trends for 2011. For many years you could lead an intuitive sales life because your product was your edge, but not anymore. With products replicated in minutes, the spotlight is well and truly on the specific ingredients of being an effective sales person […]

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