Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million,…
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Up until 20 years ago, a key function of a sales manager's role was the regular training of their sales people. What did this look like? Well, something like this:…
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Whether we are working for a private or public company, a "not for profit" or government institution, all of us are in some way competing for access to a revenue…
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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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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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It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales…
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Like many people in Australia, my family and employees have been captivated by MasterChef Australia. What I love about MasterChef is that it can be seen as a metaphor for…
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In the sporting world it is expected that athletes make the time to practice, practice, practice and then go and compete or play the game. Through regular practice they hone…
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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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The reality is that most sales managers do not spend enough time with their staff in a coaching capacity. Providing constant feedback and being a role model who demonstrates the…
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