How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which…
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'Does everyone live by selling something?' My desire to seek answers to this question was ignited back in the late 1980's when I came across the quote 'Everyone lives by…
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I was running a 'train the sales trainer' session with some experienced, professional Sales Managers the other day. The session I ran is designed to equip these managers to run…
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I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
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In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it's too good to be…
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I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks…
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Normal 0 false false false EN-US X-NONE X-NONE MicrosoftInternetExplorer4 The term 'Relationship Selling' is often bandied about by sales managers and sales people without properly defining what it…
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Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
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I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do…
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Punishment and reward proceed from basically the same psychological model, one that conceives of motivation as nothing more than the manipulation of behavior. As part of my own development and…
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