As CEOs and sales leaders, we understand that there are many factors that make for a successful sales strategy, operating system and sales team in the competitive, complex, variable world…
We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to…
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…
Do you often find yourself torn between meeting the needs of your manager, the desires of your customers and the requirements of your role? If you answered ‘yes’, you’re not…
As we all come sailing in from the rather stormy seas of 2011 for a brief rest in a safe harbour we can chose to look back and reflect on…
Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. Tip: It’s all in the thinking…
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….
How well can we manage ourselves, our teams and businesses in a crisis or tough times? Are our actions and behaviours putting us, our people and our businesses at risk?…
Here is the second of two articles about recruiting top performing sales people and daring to do so from outside of your industry. Even though I have not worked as…
Many businesses have made the mistake of promoting their best performing sales person into the role of sales manager. Their logic – well they are great at selling, they’ll be…
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