Category Archives: Sales Results

You can’t improve salespeople without improving sales management first

I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don’t see a company make the mistake of focusing exclusively on salespeople in trying to improve sales performance. Experience has shown that sales managers are even more critical than sales people for […]

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The trouble with sales training

What impact does attending a sales training program have on change? It all depends on what type of training format your sales people attend. Too many companies look for quick fixes and waste heaps of money in the process. Firstly forget Event Style training – you know those one day RAH RAH sessions that promise […]

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