Have you ever sat through a pointless meeting and calculated how much of the company's money was being wasted on individuals sitting around a table completely zoned out? Sales meetings…
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I confess, like most sales people I do not like - no I hate - paperwork and administration, because in my experience most of it is unnecessary. Aggh! I hear…
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The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar…
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Ever had some customers who spend very little with you but take up enormous amounts of your time? Nothing's ever right, they quibble about every cent and they do not…
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Need you daily fix of self-help tapes/CDs or guru books to get you pepped up to sell. Have a fragile positivism about sales, which bursts at the slightest criticism. Can't…
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Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients? If this is happening to you, consider your sales effectiveness and…
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I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our "sales force fitness" profiling work, where we…
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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…
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As the New York Stock Exchange is now looking at "employee engagement" as a significant predictor of higher share value and market return, and given we are all competing, not…
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