Sales Trend 5 of our Sales Trends Report for 2015 is about the new accountability is holistic learning. Learning and Development (L&D) across the board, and especially in sales, has…
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Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell. Tracy had been in…
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What type of salespeople do you want on your team? What type of salesperson do you want to be? Do you want salespeople who do as they are told or…
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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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Every week we can learn something new about ourselves, our business, our clients and markets even if we have been in sales for many years. However, we can only learn…
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What are the Sales Management Essentials and how do we master them? Well firstly Sales management and leadership is not about selling! In fact when one examines the role of…
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Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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Isn't it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim - or sell and lead with no support…
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Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear 'my people need to be able…
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