Exceptional Prospectors
Is this what you say, and how you feel and act about prospecting?
These …
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Leading a healthy sales career
It is well documented that being healthy (physically, emotionally, and mentally) is vital to leading an effective and productive life.
In sales your health is a critical factor to your success. Many highly successful sales people I meet are self disciplined in all aspects of their life ensuring they are fit, healthy and well trained in their profession.
Having a healthy sales career is underpinned by the individuals healthy life style, and a well managed business which includes good sales support, clear goals and leadership.
I have written before in a previous post Healthy salespeople, healthy …
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A Test of Character
I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do things I didn’t always understand that significance of. I often felt overly scrutinised by the constant monitoring of activity and performance by my managers. I worked in tough markets in tough times and sometimes wondered if it was worth it. I felt under pressure and sometimes wished I didn’t have to sell at all, however I came to realise that this tough introduction to …
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The Dark Side
How well can we manage ourselves, our teams and businesses in a crisis or tough times?
Are our actions and behaviours putting us, our people and our businesses at risk?
As leaders and managers we are on show and our actions often speak louder than our words. In challenging times this is even more evident. Under pressure cracks may appear and our leadership is put to the test.
How do we cope under pressure? What happens to us when we crack? When placed under high levels of pressure, most people will rely on coping mechanisms or their strengths …
Getting Sales Recruitment Right
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 person, but you don’t know where to go or what to look for.
All you know is you need a sales person who is able to prospect for, and win, new business opportunities on a consistent daily basis, however you are not really able to detail anything else. You know your recruitment approach is haphazard at best. And what’s worse, it’s costing you big time.
You are not alone. Many SMEs …
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