Terms such as Account Development, Account Management and Territory Management are often interchanged indiscriminately by many a sales people and managers thus creating confusion when it comes to sales planning,…
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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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How many of us have been in business for a while and things have been going along smoothly, sales coming in, customers are happy. Then you notice that you are…
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Have you ever sat through a pointless meeting and calculated how much of the company's money was being wasted on individuals sitting around a table completely zoned out? Sales meetings…
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As the New York Stock Exchange is now looking at "employee engagement" as a significant predictor of higher share value and market return, and given we are all competing, not…
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What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don't go over the line and place people under extreme pressure to…
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Last week I spoke about sales burnout and the challenges many SME business owners have of being all things to all people including, usually, the main sales person and sales…
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I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don't see a company make the mistake…
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What impact does attending a sales training program have on change? It all depends on what type of training format your sales people attend. Too many companies look for quick…
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Would we expect Melbourne Victory or any other elite sporting team to enter a competition without a clear game plan, talent plan, fitness plan, business plan and action plan? No,…
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