Should you be a distributor or sell your own products?

By / / Uncategorized

‘Should I sell and distribute my own products or another company’s products?’ This is the question I really needed to answer back in 1995 and should have answered by 1999 however, it took me a further two years to understand what I really needed to do if I was to achieve my goals and fulfill my ambitions.

When I launched my consulting business in 1995 I had no actual product to speak of, other than myself. I didn’t know much about the world of distributorships nor did I know how long it would take to build my …

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Whada ya rates?

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Emotional Intelligence, Mindful selling, Negotiation, Sales Skills, Uncategorized

Whada ya rates? ‘Cos I’m a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal”

This is an excerpt from a call I received from a telecommunications wholesaler the other day. As you can see this is not someone asking about my business rates but what I am paying for a particular service. I am the supposed client in this exchange. To make matters worse, when the caller introduced himself he said his name was John – that’s it, no where he was calling from or why he was …

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‘Great’ at sales but they don’t ‘fit’ the culture

By / / Attitudes & Behaviours, Ethics & Values, Recruitment & Sales Recruitment, Sales Culture, Sales Excellence Acadamy, Uncategorized

Sound familiar? A ‘good’, maybe even ‘great’, salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they have alienated their team, decided that the role is not for them, and left the organisation. As we know the cost of this selection is huge and begs the question, why did this ‘great’ salesperson not work out?
While there are many possible scenarios and reasons, we often find that a major contributor is the cultural ‘fit’ between the individual and the organisation. In recent times there has …

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Testing times when recruiting ‘good’ salespeople

By / / Recruitment & Sales Recruitment, Sales Assessments, Sales Research, Sales Talent, Uncategorized

When I consider how I spend my time professionally, I find it is often devoted to demystifying two things:

1. What is ‘good’ selling?
2. The proper use of psychometric assessments, especially in sales recruitment

Having written on the former on many occasions, I would like to dedicate this space to the latter – the proper use of psychometric assessments in sales recruitment.

To put this into perspective, my business has psychometrically assessed 40,000+ people in sales, business development and leadership roles using a variety of purpose built assessments. This has provided us with valuable insight into what assessments work best in …

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The Dark Side

By / / Assessments, Attitudes & Behaviours, Brain Science, Coaching, Emotional Intelligence, Neuroscience, Neuroscience in Sales, Sales Leadership, Sales Management, Sales Psychology, Self Development, Uncategorized, Wellbeing

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 …

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