ideas for sales people
and 
Sales leaders

December 12, 2019

Motivate your team with intrinsic and extrinsic rewards and let them know you value them and their efforts.

November 28, 2019

6 simple tips to win more business from key accounts

September 27, 2019

If you have ever wondered how you can motivate your sales team to make more sales, then read on.

Motivation is a funny thing.

New starters begin their their career with bags of it. They break through the initial barriers with ease, yet slowly doubt starts to creep i...

July 12, 2019

This short article aims to provide direction when deciding on a sales strategy.

I regularly get asked about sales strategies, sales team organisation structures and sales plans.

The questions tend to be:

  1. What is the best sales strategy for my business?

  2. How should...

May 26, 2019

The best sales information is securely locked in our customer's or prospect's head. They have their own reasons for buying our product or services. As sales people our job is to discover and understand these reasons. It helps to shift our sales approach from product fo...

May 6, 2019

This short recruitment idea, suggests how non-experienced candidates can be selected for sales roles. For growth, adding sales capability and experience to a sales team is a key strategy. Sales will grow faster and new standards of performance can be set.

Unfortunately...

April 20, 2019

One thing that successful (sales) people have in common, is their ability to translate rejection and failure into learning and achievement.

Sales people appreciate rejection is part of the sales job. When they lose a deal, they review what went wrong, press their re-set...

April 8, 2019

After arranging a sales meeting with a decision maker, we need to make sure the meeting will go well and we come away with solid customer commitment to proceed. If you or your sales team have plenty of meetings but next steps are missing, read on.

How can we achieve thi...

March 22, 2019

Here is a quick read on how to organise your 121 s with sales people.

Regular meetings between rookie sales people and their sales manager is key to developing a good sales person into a great one.

  • Schedule 35 minutes  meetings at the same time, early in the week if...

March 20, 2019

This sales management story demonstrates that a lack of sales results and low activity/morale can be fixed through route cause analysis, vision and team work.

Some months ago, I started working with a well-established business supplying high end architectural fittings t...

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