The truth is most sales managers are poor coaches, often it’s just because they never received appropriate training in this key area. Frequently, after being promoted to sales management for their good sales performance they found their own personal development was not on the company’s agenda. What’s the impact of this on their sales teams? … 
One of the most frequent questions I’m asked is, “How can I recruit great salespeople?” Many managers are struggling to find talented salespeople capable of producing the results they need. One reason is they simply don’t have a Successful Recruitment Process in place. Here are several tips to ensure your team is full of champions. …
Only 10-20% of Sales Managers are smashing their sales targets. Where is Your Team at in Terms of Results? Here are three tips to raise your team’s performance, maximise the impact of your coaching and take your results to the next level. Commitment to Completion. To reach a level of excellence in any endeavour, it’s …
Take a look at the statistics behind how sales are made to uncover a shocking secret! – One that could be your secret sales weapon for success. We have all seen the amazing moment when a sports team comes from behind just before the final whistle to score the winning goal. ‘Keep on keeping on’ …
You’ve spotted an individual with talent in your team, he or she does a great job. “I’m sure they’d make an excellent manager!” you say. Well maybe…you see creating great managers simply by selecting people who are very competent in their roles often doesn’t work out. This new role of managing others is a completely …
We’ve all seen it, and probably been there ourselves too! Watching people walking, driving or eating whilst glued to the tiny screen of their mobile device. On average, people check their smartphones 150 times a day, or every six minutes, 46 percent say they couldn’t live without them and many prefer texting over real-life conversations. …
Language is powerful, by its skilful use you control and influence the discussion, which influences the relationship and ultimately the business results. There’s a direct line between these three elements. If you’re in a sales, then language is the primary tool of your trade. Therefore, it behoves you to continually improve your use of this …
Today customers are finding you before you find them. The increased importance of inbound sales marketing methods is clear to see. However, who is the first person to respond to an inbound sales inquiry? Normally, your internal sales team or customer service department handle these calls and emails. They have a unique opportunity to capture …
In addition to all the strategies and tactics of sales management we often discuss in this blog, there’s another aspect to your success which is much closer to home. Your ability to communicate and positively influence your team. What’s really interesting is that your success in this area is based almost entirely on just two …
This week I’d like to share a couple of ideas to grow revenue right in your own backyard. Every company has valuable people and resources locked away internally that have real potential to become revenue producing assets. Often these opportunities are missed because employees simply don’t have ‘sales’ in their job title or description. But …
