The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is…
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Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be…
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We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales. “Our prices are…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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It is five to ten times easier to keep a customer we have than to get a new one - so taking customer satisfaction and retention seriously should be serious…
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Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers;…
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What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?…
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Many sales people, especially those new to sales, often take it personally when a prospect says 'NO' and fail to persist with their prospecting efforts while others turn prospecting into…
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Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is,…
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Robyn Creed our Head of Coaching hales originally from country NSW and recently spent a relaxing weekend mustering cattle on her sisters' 11,000 acre property north of Jerilderie, in NSW.…
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