The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the…
Read More
Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in…
Read More
How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person - ably resourced with the…
Read More
Playing "catch up" is a common challenge for organisations of all sizes. Whether you have enjoyed a period of rapid growth and prosperity, or encountered some unexpected obstacles or losses,…
Read More
How much do you actually sell? How profitable are your sales? How accurately can you forecast your sales results? How many 'returns' do you receive? How often do you need…
Read More
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…
Read More
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…
Read More
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…
Read More
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…
Read More
You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you…
Read More
New Article Email Notification