As CEOs and sales leaders, we understand that there are many factors that make for a successful sales strategy, operating system and sales team in the competitive, complex, variable world…
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We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to…
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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit…
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Do you often find yourself torn between meeting the needs of your manager, the desires of your customers and the requirements of your role? If you answered ‘yes’, you’re not…
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As we all come sailing in from the rather stormy seas of 2011 for a brief rest in a safe harbour we can chose to look back and reflect on…
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Now is the time to rethink your sales strategy and your sales force. Design the sales force your business needs and get great results. Tip: It's all in the thinking…
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Have you ever done the math on how much sales recruitment costs you, especially when you get it wrong? If you are like most managers then chances are you haven't.…
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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?…
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Here is the second of two articles about recruiting top performing sales people and daring to do so from outside of your industry. Even though I have not worked as…
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Many businesses have made the mistake of promoting their best performing sales person into the role of sales manager. Their logic - well they are great at selling, they'll be…
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