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? … 
Can you show me your sales process? Often when you ask sales managers this question they give you some sort of verbal description. They explain how their leads are produced, followed up by the sales team and orders managed. However, ask them to provide a diagram of the process and you often get a blank …
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’ …
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. …
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 …
Discover the fundamental reason clients won’t say Yes! Many sales and business professionals wonder why after having a seemingly productive meeting they meet resistance to their proposals and a lack of enthusiasm to commit to taking things forward from their prospective client. Obviously, there can be a number of reasons for this, however one fundamental …
Sales meetings… Do they deliver value in your company? Unfortunately, for many salespeople it’s the meeting they dread the most. Their manager will go around the room asking each person to share their results. But most people can’t concentrate, they’re too busy thinking what they will say. Then once their turn has passed, they switch …
As a Sales leader, you know your own mind-set is critical to the performance of your team. And this has never been more relevant than at the start of an uncertain 2019. Salespeople deserve a lot of respect, they are the ones who daily face the rejection and disappointments that come with the role, and …
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 …
Working continually with sales managers to improve performance; one key issue I know that frustrates them is the problem of inaccurate sales forecasts. There is nothing worse than having a sleepless night knowing you need to present sales results that are far adrift from your forecast figures to the board the next morning. So, what …
