How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance…
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The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training…
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‘Selling is a numbers game’ has been said more times than any of us care to remember. And yes, numbers are critical to sales, however some organisations place far too…
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There they are every day bringing in the deals. They're always prospecting, meeting clients, networking, making suggestions about how to do things even better and they never discount unnecessarily. Best…
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Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results - the Outcomes. Managing by…
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Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
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For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the…
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Up until 20 years ago, a key function of a sales manager's role was the regular training of their sales people. What did this look like? Well, something like this:…
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Through the looking glass was voted by you as the number 8 Sales Trend for 2010. Many sales people are tired of being told that they need to sell like…
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I recently had the opportunity to MC and attend the "Optimising the Sales Force Conference - OSF2010 (website delete)" which was the follow up to the inaugural OSF2009. Building on…
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