Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople,…
Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and…
This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical…
It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly,…
One size does not fit all when it comes to building the right type of sales force for what you are selling; yet many professionals treat selling as a homogeneous…
Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes…
Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit…
This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
There is a popular fallacy that salespeople are born, not made. Whilst there is some vestige of truth in the statement, it is not for the reasons made so popular…
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