What type of board member, CEO or sales leader are you?
In today’s world everything is up for grabs.
Old institutions are crashing and dying because they held onto the past and failed to adapt.
Take Thomas Cook Travel as a current case in point. While their leaders were bathing themselves in 29M pounds of bonuses, …
Want a viable future? Opportunities abound in the Common Good Read Post »
Last time I wrote about what we should be looking for in a good sales recruit.
This time we will look at how we go about assessing a sales recruit.
There are a myriad of ways you can assess someone – some are legitimate and purpose built for sales recruitment while other methods wouldn’t stand up in a court of law even if they work for you.
Let’s take intuition or gut feel for instance.
There is nothing wrong with using your gut feelings or intuition; however, using it as your only source of assessment criteria will make it hard …
How should I assess a sales recruit? Read Post »
What should I be looking for in a good sales recruit?
This is a vexing question for many sales and business leaders.
And some of the answers we still hear aren’t very helpful either.
‘They must be hunters.’
‘They need to be hungry.’
‘They’ve got to be able to close deals.’
‘They must have a mortgage and family so they are ‘motivated’ to sell more.’
‘They must have industry experience.’
Notice anything familiar about most of these answers?
They are all stuck in the ‘aggressive, self-serving, desperate approach to selling’ paradigm which is not what good selling actually is …
What should I be looking for in a good sales recruit? Read Post »
Sales trend 9 from the Barrett 12 Sales Trends Report for 2019 explores the characteristics and benefits of truly integrated sales teams.
The future of the individual ‘solo’ salesperson is coming to an end for most businesses.
What is taking their place is an integrated team of people working on sales together.
Sales leaders do not need teams of individual B2B salespeople, they need people with a diverse range of skills working as integrated teams across a range of sales disciplines and capabilities.
Teams who can cover areas such as sales and territory planning, account development, CRM & sales pipeline …
Sales – the new team sport Read Post »
The overall current economic and market conditions are soft at best according to the latest reports.
And even though the Federal Government is putting a positive spin on the latest quarterly figures by comparing us to other countries who are worse off than us, it doesn’t help those of us who are finding the current conditions challenging. Just ask any retailer at the moment and they will tell you just how tough it is out there.
It’s pretty easy to sell in the good times; however, it’s the test of any business and their leadership team as to how they sell …
7 things you can do immediately to improve your sales results in challenging markets Read Post »
“Don’t let the perfect be the enemy of the good.” Voltaire
“The world is becoming very black and white with people striving for perfection where only the best is acceptable. If we continue down this road, then we will lose everything that is human.” Madeline Stuart*
“Perfection is the enemy of progress.” Winston Churchill
Our relationship with perfection and progress can be rather fraught.
In the human world that often promotes perfection or the idealised state, i.e.
The perfect body
The perfect marriage/relationship
The perfect career
The perfect mind
The perfect way to be sustainable, and so on…
We can …
Why Progress, NOT Perfection, helps us find Common Ground for the Common Good Read Post »
Sales trend 8 from the Barrett 12 Sales Trends Report for 2019 is about the benefits for people and businesses of adopting an optimistic approach.
By guest author Victor Perton.
It is said that trust is in short supply in Australia. The Edelman Trust Barometer is trotted out in pessimistic speeches to suggest that Australian leadership is in a state of collapse. However, the Edelman folk are confused by their own findings. Given the current prosperity and wellbeing in Australia, with 25 years of uninterrupted growth, a presentation by Edelman suggested that the place in which Brand …
Ah the good times…
Ah 28 years of uninterrupted growth…
Ah Australia, ‘The Lucky Country’*…
Ah ‘How good is Australia?’…
Pssst. But don’t talk about the R** word…
We are indeed fortunate in Australia to have access to many resources, space, and talented people; however, our luck maybe running out if we carry on drinking the ‘recession avoidance’ Kool Aid, carry on with our old ways of managing business and thinking everything is rosy instead of adapting to the array of changes, challenges, and opportunities that are out there in the market place.
Which is why I couldn’t go past economist Jim Stanford’s comments in Paddy …
How prepared is ‘The Lucky Country’ for tough times? Read Post »
If you had to put a percentage weighting on the following questions what would your answers look like?
It’s probably impossible to give definitive answers to these questions; however, I suspect, like me, you are aware that much of our individual success …
Debunking myths for the Common Good Read Post »
What is the correct title for a salesperson’s role? What should I call myself?
This is a contentious issue… And a question we get asked frequently.
The answer will depend on why you are asking the question. Are you asking because:
All of these questions are valid and can present problems …
What is the correct title for a salesperson? – New edition Read Post »