Earlier this year we had the opportunity to put a client's field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is…
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Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any…
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Following on from last week's article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective…
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In today's market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales…
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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…
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When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is 'good' selling? 2. The proper use of psychometric…
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There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of…
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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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I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: 'super sales performers are all risk takers and oblivious to rejection and failure'. Statements like…
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As part of my ongoing professional and personal development I belong to a CEO leadership group where we meet monthly and discuss a whole range of topics to stimulate our…
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