Are you wasting valuable selling time?

By / / Sales Culture, Sales Leadership, Sales Management, Sales Results, Uncategorized, Wellbeing

When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell 40% of the time. What we mean by this is that many salespeople spend more time in administrative non selling duties and travel than actually selling.

So when it comes to sales productivity and performance, many companies could dramatically improve their sales results by removing the obstacles that keep their salespeople …

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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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Are you really listening or just waiting to speak?

By / / Attitudes & Behaviours, Communication, Customer Service, Emotional Intelligence, Life Skills, Mindful selling, Wellbeing

Listen or thy tongue will keep thee deaf… – Native American Proverb How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished? If this sounds like you, then you’re not listening you are just waiting to speak and as the Native American Proverb above says, if we …

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Signs you are at risk of losing your top sales performers

By / / Attitudes & Behaviours, Coaching, Performance Management, Sales Coaching, Sales Leadership, Sales Talent, Self Development, Success, Wellbeing

There they are every day bringing in the deals. They’re always prospecting, meeting clients, networking, making suggestions about how to do things even better and they never discount unnecessarily. Best of all your clients are happy. They’re happy with your offering, happy with your service, happy with the sales support they get and your business is profitable.

Sounds magnificent doesn’t it? Your top sales performer(s) require(s) very little work. They self manage, are resilient and are such a breeze to work with. They’re low maintenance and are not temperamental like those

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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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Time for reflection and recharging

By / / Brain Science, Emotional Intelligence, Neuroscience, Sales Tips, Wellbeing

With this holiday period upon us, many of us take time to rest from the busyness of our daily work lives and spend time with the people we love the most. Often time this space can allow us to reflect on our lives, review what is important to us and appreciate those close to us. For some they can simply feel exhausted and just which to lie still in time to recover for the next busy schedule.

With a 24/7 life style we can often get caught up in being ‘ON’ all the time however if we do not take time …

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Five reasons to ‘Mind Your Emotions’®

By / / Attitudes & Behaviours, Emotional Intelligence, Self Development, Wellbeing

“Courage doesn’t always roar. Sometimes courage is the little voice at the end of the day that says ‘I’ll try again tomorrow’.”

This quote more often than not reflects my life as an entrepreneur, business woman, sales person, mother, partner and friend. On those days and nights when I feel overwhelmed and sometimes exhausted by all my responsibilities and commitments that little voice reminding me to ‘try again tomorrow’ keeps me focused on why I am doing what I am doing – it helps me to continue to cultivate my resilience, to continue to put one foot in front of the …

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Help! My sales team isn’t coping with the fallout from the GFC

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Resilience, Sales Coaching, Sales Leadership, Sales Results, Sales Tips, Sales Training, Wellbeing

Many sales people, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations.

The current climate is, indeed, a test of character.

Many sales people, especially those in their 20’s and 30’s have not likely experienced selling in tough markets before. For the past 12 years prior to 2008, at least, the business climate in our market place has been, for the most part, buoyant. As we all know it’s very easy to sell when times are good.

It now begs the question: How well have …

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Leading a healthy sales career

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Neuroscience, Neuroscience in Sales, Sales Culture, Sales Psychology, Sales Talent, Sales Tips, Self Development, Time Management, Wellbeing

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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Prayer and purposeful action

By / / Attitudes & Behaviours, Communication, Ethics & Values, Sales Relationships, Wellbeing

I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks in Victoria’s history with the tragedy of the bush fires in many parts of our state.

As a Victorian I have found myself upping my prayer quotient for rain for some time now, not just for the bush fires but for the many people whose lives are affected by the drought here and elsewhere. In addition to my prayers, like many families, my family and I have been doing our best …

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