Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople,…
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Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and…
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This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
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Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical…
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It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly,…
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One size does not fit all when it comes to building the right type of sales force for what you are selling; yet many professionals treat selling as a homogeneous…
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Jim Collins (author of “Good to Great: Why Some Companies Make the Leap...and Others Don't”) stimulates a thought that many sales managers should be asking themselves right now: “What makes…
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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit…
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This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
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There is a popular fallacy that salespeople are born, not made. Whilst there is some vestige of truth in the statement, it is not for the reasons made so popular…
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