Earlier this year we had the opportunity to put a client’s field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is…
In today’s market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales…
When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is ‘good’ selling? 2. The proper use of psychometric…
I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: ‘super sales performers are all risk takers and oblivious to rejection and failure’. Statements like…
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….
1. How much is a good sales person worth to you? 2. How much is a good hiring manager worth to you? Speaking about recruitment in these current economic times…
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…
Attracting and Searching for Candidates Just like sales, in today’s market you need a combination of ‘Push & Pull ‘ contact strategies for finding the right candidates for your business….
Your small business is growing and diversifying. You’ve experimented with bringing in an inexperienced sales person (who did not work out). You realise you need a more experienced direct sales…
Like many people, I have always been curious about what makes “great sales performance”. This is a perplexing question that has been asked and attempted to be answered by many…
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