Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales…
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'Rethinking Sales Incentives' was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50…
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Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
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In December 2010 we published The 12 Sales Trends of 2011 and invited readers to vote on what they thought would be the most important trends in sales for this…
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For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the…
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Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million,…
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For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage…
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Up until 20 years ago, a key function of a sales manager's role was the regular training of their sales people. What did this look like? Well, something like this:…
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Through the looking glass was voted by you as the number 8 Sales Trend for 2010. Many sales people are tired of being told that they need to sell like…
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I recently had the opportunity to MC and attend the "Optimising the Sales Force Conference - OSF2010 (website delete)" which was the follow up to the inaugural OSF2009. Building on…
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