Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who…
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Following on from last week's article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective…
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Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not…
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It's time to get back to basics. I don't know about you but recently I have found myself getting more and more distracted by the latest trend and fads, especially…
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You may recall that I recently wrote about an international study which reported that if Sales Managers were more frequently and better trained and coached, their sales teams achieved higher…
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First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
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I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I…
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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…
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'My sales people are not closing sales' is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself.…
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In today's market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales…
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