If you wanted to, you could sit down for at least four weeks and complete 100's of sales assessments and there would still be more on offer. This over abundance…
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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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Budgeting and developing strategy for 2011 should be near the top of your 'to-do' list right now or be bedded down already. People complain about being too busy and never…
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How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach…
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Tell almost any sales person they are going to participate in role plays as part of their sales training and you will hear a collective groan. In short most sales…
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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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Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to…
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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…
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