'Getting back to basics' is our 2010 Sales Trend #3 as voted by you, our readers. Despite the positive start to 2010 in Australia, especially compared to other post GST…
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In December 2009 we published The 12 Sales Trends of 2010 and invited readers to vote on what they thought are the most important trends in sales. Thank you to…
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The other week I ran a webinar for SmartCompany.com.au on "How to clearly manage and measure your sales team". During the webinar I was asked many questions, one of which…
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Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any…
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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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Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not…
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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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I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I…
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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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Many sales people, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations. The…
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