For some time now I have been testing the concept of 'everybody lives by selling something' with almost everyone I meet, including senior leadership teams (comprising of HR, Finance, IT,…
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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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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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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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Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you…
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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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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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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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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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