The Flight to Ethical Selling – how the banks can avoid a royal commission

By / / Attitudes & Behaviours, Brand & Reputation, Ethics & Values, Performance Management, Sales Culture

Everybody lives by selling something and so it is true for the banks and financial services businesses; however, it seems that too many people in some divisions of some of the banking, financial planning and insurance institutions have confused ethical selling with unethical selling practices. Not all banks and financial institutions, mind you, but enough of the big ones to erode trust so badly that people are baying for a royal commission.

When I first started introducing the discipline of Selling to the Australian banking sector back in early 1990’s I was met with a ‘we don’t sell’ mentality even though …

The Flight to Ethical Selling – how the banks can avoid a royal commission Read Post »

It’s time to be taken seriously – no more Harvey Weinsteins please

By / / Attitudes & Behaviours, Brand & Reputation, Ethics & Values, Gender & Sales, Life Skills, Resilience, Wellbeing

In October 1983, I found myself in the clinical room of a middle aged medical doctor whom I was meeting for the first time. I was not a patient, I was a 21 year old medical sales representative doing her job.

He was a doctor in my sales territory. I was new to professional selling. I was on my own. Nothing unusual here except that when I came into his room and sat down, he stood up and went to lock the door then came over to me, sat down beside me and attempted to hand me a glass of whisky.

I …

It’s time to be taken seriously – no more Harvey Weinsteins please Read Post »

Rethinking our economy… How do we sell in a Circular Economy with Doughnut Economics?

By / / Attitudes & Behaviours, Brand & Reputation, Environment & Sustainability, Ethics & Values, Innovation, Strategy, Sustainability & Environment, Wellbeing

Go out on a limb

It’s hard not to notice that we all have quite a bit on our agendas; lots of things competing for our time and attention; too many things that are likely to leave us feeling overwhelmed, overloaded and often confused.

People are asking lots of questions, e.g.:  Which way to turn? Which way to look? What to do? What is right? What is wrong? Who should we believe? Where do we go?

But, as we always say ‘It all starts with OPPORTUNITY’. So I invite you to go out on a limb with this article. I need you to …

Rethinking our economy… How do we sell in a Circular Economy with Doughnut Economics? Read Post »

Why commission selling in financial services should be banned

By / / Attitudes & Behaviours, Brand & Reputation, Ethics & Values

Here we are again, talking about unethical and corrupt sales practices in the Financial Services Industry.

The Youi fiasco, first reported by Fairfax on 28 August 2016 ‘Does Youi owe you?’, offers one of the worst examples of unethical sales behaviour and bad sales commissions plans I have ever heard of. If the reports by the inside whistle-blowers about the way customer leads are distributed and commissions are paid are to be believed (and I have no reason not to, given the overwhelming number of consumer complaints), then we have every right to be disgusted with the way the Youi …

Why commission selling in financial services should be banned Read Post »

Why I cannot relate to the typical salesperson stereotype and why we need a new one for the 21st century

By / / Attitudes & Behaviours, Education in Sales, Ethics & Values, Solution Selling, Success, Wellbeing

If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the media and business world via films, press, social media, books, articles, and so on.

Today, many people, of all sorts of persuasions – entrepreneurs, start-up founders, professional services (law, accounting, engineering, architects, etc.), technical people, customer service staff, internal teams, membership groups, not-for-profits, even government bodies …

Why I cannot relate to the typical salesperson stereotype and why we need a new one for the 21st century Read Post »

Why manners & courtesy are vital for successful selling, businesses & societies

By / / Attitudes & Behaviours, Communication, Ethics & Values, Life Skills

Sometimes, the seemingly trivial daily acts we perform are the most important. Courtesy is but one example.

For instance, while driving your car, do you ever want to switch lanes but are prevented from changing by the heavy traffic? How do you feel when someone, recognising your problem, slows down, waves to you and lets you in? Your mounting frustration is likely to instantly transform into relief and thankfulness. You probably raise your hand as a sign of thanks and change lanes. Later, when you see someone else in a similar situation, do you also slow down and let them in? …

Why manners & courtesy are vital for successful selling, businesses & societies Read Post »

Why cultivating the quality of Discernment leads to better sales outcomes

By / / Attitudes & Behaviours, Ethics & Values, Life Skills

In this busy, cluttered and complex world the ability to make good judgements is becoming increasingly important. That is why I have been encouraging myself and others to cultivate the quality of Discernment.

What is discernment?

Discernment is the quality of being able to grasp and comprehend what is obscure[1]. It comes from from Old French discerner (13c.) “distinguish (between), separate” (by sifting), and directly from Latin discernere “to separate, set apart, divide, distribute; distinguish, perceive,” from dis- “off, away” (see dis-) + cernere “distinguish, separate, sift” (see crisis)[2].

‘Applying the wisdom of our intuition to discover what is …

Why cultivating the quality of Discernment leads to better sales outcomes Read Post »

Women in Sales Leadership: advice to my younger self

By / / Attitudes & Behaviours, Collaboration, Education in Sales, Ethics & Values, Life Skills, Sales Leadership, Wellbeing

Over 2 days on 5 & 6 April 2016 I had the privilege of chairing the 2016 Women in Sales Leadership Conference in Sydney, Australia. The theme for the event was ‘Advice to my younger self’.

We had over 20 senior sales leaders from around Australia presenting to a room full of women in sales and sales leadership roles from a range of industries. We had young women in their 20’s embarking on their sales careers through to many senior sales leaders with 30+ years’ experience in sales and sales leadership.

Interestingly, unlike other sales conferences I have attended over the years, …

Women in Sales Leadership: advice to my younger self Read Post »

Insights into why I started my own business – Part 2

By / / Attitudes & Behaviours, Environment & Sustainability, Ethics & Values, Life Skills, Success, Sustainability & Environment

As mentioned in the article from last week I was invited to be part of the judging panel of The Duke of Edinburgh’s International Award – Victoria Young Business Hustler competition 2015. The programme is designed to give young business entrepreneurs the chance to further develop their capabilities and their businesses.

Here is Part 2 of my interview about how I started my own business and what continues to drive and inspire me today.

Interviewer: What do you believe is your greatest achievement in life so far?

Sue: I cannot point to any one achievement as being the greatest because …

Insights into why I started my own business – Part 2 Read Post »

Insights into why I started my own business – Part 1

By / / Ethics & Values, Life Skills, Success, Vision, Mission & Purpose

Recently, I was invited to be a part of the judging panel of The Duke of Edinburgh’s International Award – Victoria Young Business Hustler competition 2015. The programme is designed to give young business entrepreneurs the chance to further develop their capabilities and their businesses.

As part of this initiative and as an entrepreneur myself, the Duke of Edinburgh’s International Award chapter interviewed me about how I started my own business and what continues to drive and inspire me today.

Interviewer: You completed a Bachelor of Science degree at Monash University, but have now ended up founding one of …

Insights into why I started my own business – Part 1 Read Post »

Scroll to Top