Earlier this year we had the opportunity to put a client's field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is…
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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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When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is 'good' selling? 2. The proper use of psychometric…
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I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: 'super sales performers are all risk takers and oblivious to rejection and failure'. Statements like…
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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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1. How much is a good sales person worth to you? 2. How much is a good hiring manager worth to you? Speaking about recruitment in these current economic times…
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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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Attracting and Searching for Candidates Just like sales, in today's market you need a combination of 'Push & Pull ' contact strategies for finding the right candidates for your business.…
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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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Like many people, I have always been curious about what makes "great sales performance". This is a perplexing question that has been asked and attempted to be answered by many…
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