Recognition or Praise?

By / / Attitudes & Behaviours, Communication, Education in Sales, Emotional Intelligence, Sales Leadership, Sales Management, Sales Motivation & Rewards, Sales Relationships, Sales Results, Sales Talent, Sales Tips

Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise!

Yet for some reason, many sales managers find it challenging to show their appreciation for their sales people’s efforts, reluctantly doling out praise as if it was in short supply. …

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What’s influencing your customers’ buying decisions?

By / / Attitudes & Behaviours, Brain Science, Communication, Customer Service, Education in Sales, Neuroscience, Sales Psychology, Sales Results, Sales Strategy, Strategy

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing are just some of the causes. The tricky global situation is also creating a more conservative spending climate where saving is now the prevailing consumer mindset. With all of this how do we influence our customers so that they want to buy from us? How …

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How Meditation Can Make You a Better Salesperson

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Life Skills, Neuroscience, Neuroscience in Sales, Resilience, Sales Psychology, Sales Results, Self Development, Success, Wellbeing

In this increasingly complex world emotions such as empathy, compassion and benevolence are emerging as critical qualities of highly successful people, teams, companies and communities. Even in the highly competitive world of business and selling, those sales people and leaders who are able to incorporate these qualities into their daily work and personal lives are finding greater levels of success. This is coming in the form of better sales results and healthier, more prosperous client …

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Top 10 Tips when Negotiating

By / / Attitudes & Behaviours, Communication, Education in Sales, Life Skills, Negotiation, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Self Development

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed. Negotiation can be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward. …

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How Commissioned-only Selling Ruined the Sales Profession

By / / Attitudes & Behaviours, Customer Service, Education in Sales, Mindful selling, Sales Driven Organisations, Sales Motivation & Rewards, Sales Results

The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction of ‘commissioned-only’ salespeople.

This initiative spawned negative effect on the reputation and results of salespeople worldwide and its stigma has remained ever since, commissioned or not.

Have you ever wondered how ‘commission only’ selling was born and why it harbours such negative sentiment? To understand the driving forces behind the commission only sales force, one must travel back to the US in …

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Turning Underperformers Into Sales Winners

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Results, Sales Training

Underperforming sales people plague sales managers and organisations in every industry sector. Over the decades business leaders have adopted an assortment of tactics to combat and address this issue, with most showing little in return. Some large businesses have a policy to let go of the bottom 10-20% of sales performers each year and replenish with new sales blood. Other organisations are too slow to address the real issues affecting poor sales performance often tolerating incompetence. Neither strategy is useful, leaving people operating in a climate of fear or mediocrity. …

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No Sales Leadership + No Accountability = No Sales Results

By / / Coaching, Sales Leadership, Sales Results, Success

Companies spend billions each year on sales training, organisational development, leadership training and other efforts to ultimately boost sales results. Often this is a waste of money because nothing changes for the better. Too busy looking for a short term boost, magic bullet or quick fix, i.e. the 1-3 day motivational sales training event, many business and sales leaders miss the vital point that sales training, more correctly termed sales fitness and evolution, is a long term investment. Smart business …

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Learning how to ride the Boom AND Bust economy

By / / Attitudes & Behaviours, Business Acumen, Marketing, Resilience, Sales Culture, Sales Leadership, Sales Planning, Sales Results, Strategy

These turbulent, challenging and sometimes volatile times we find ourselves living in are making many of us rethink how we do business, how we live our lives and how we engage with the world. Unless you are hiding under the doona, the rest of us are witnessing and experiencing a major transition from the Industrial Revolution to a brave new world of the New Tech paradigm.

This transition is exciting and frightening at the same time because the ‘new order’ is not ordered at all. It keeps changing at a rapid rate leaving a constant sense of unease. Many of the …

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Why leading an examined life is good for sales

By / / Attitudes & Behaviours, Brain Science, Coaching, Mindful selling, Neuroscience in Sales, Sales Psychology, Sales Results, Wellbeing

‘Leading an examined life’ was voted as the Number 10 of Sales Trends for 2011. For many years you could lead an intuitive sales life because your product was your edge, but not anymore. With products replicated in minutes, the spotlight is well and truly on the specific ingredients of being an effective sales person and sales leader and managing oneself in volatile times. This all begins and ends with neuroscience. The latest scientific research into neuroscience confirms how we manage our brain. The brain is known to be like an electro-chemical …

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Is Call Reluctance® choking your sales effort?

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Coaching, Prospecting, Sales Coaching, Sales Psychology, Sales Results, Sales Skills, Sales Tips, Self Promotion

Whether we are working for a private or public company, a “not for profit” or government institution, all of us are in some way competing for access to a revenue source to fund our existence.

How capable people are to take on the responsibility for improving the revenue line of a company is a hot topic in today’s competitive market.

Research shows that no longer can companies and their people rely on their technical competence, passive referrals, reputation, brand or blanket advertising to bring in new business and revenue streams as they may have done in the past. They also need to …

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