As you start 2024 are you running a sales kick-off meeting? This is a great opportunity to get everyone together and energised for the year ahead but, What should you put into the content to make is valuable for your team? One of the most powerful outcomes for the salesperson is having clarity. Too often …

If you are investing just in your frontline salespeople, training won’t get you the peak performance results you desire. Don’t get me wrong I love training and developing sales teams but over the years’ experience has shown me that if we don’t invest in developing their sales manager much of the improvement can be quickly …

Yes, it’s that time of the year again! Sales managers everywhere are being questioned by Senior Management about their confidence in the pipeline forecast for Q1 2024 and into the New Year. But having confidence assumes you have a reliable way to calculate this vital metric. Unfortunately, many companies have a simplistic or mistaken approach. …

Are you a sales leader with your head down planning the sales strategy for 2024? As you review results this year and look for growth in 2024, you know you can’t leave this planning to chance. Your competitors will be doing the same and no doubt looking to take your market share. Simply put many companies …

We all should learn to live with an amount of uncertainty in life that’s only normal. But if you are in a sales slump right now, I know it’s hard emotionally and physically to get back on track. It’s easy to let these feelings of doubt and uncertainty take over as you think about achieving …

Selecting the right metrics may at first glance seem a rudimentary affair. However, research has shown there is, in fact, a great variety when it comes to what the top companies choose to measure and monitor. This is surprising when you consider these companies have decades of sales experience and invest literally millions into their …

Let’s face it most sales meetings are boring. You’re either sitting waiting trying to remember what you’re going to say or finding yourself losing concentration listening to everyone else’s story. If you’re a sales manager, it’s time to stop this madness and make your meetings amazingly valuable for you and everyone on the team. First, …

Over the last month in speaking with several Sales Directors a similar issue keeps coming up. “We have plenty of inquiries coming in, our salespeople are trying to keep up with all the quotations, but despite the level of opportunities we are not winning at the rate we want!” Looking at this in more detail …

Is your team stuck in a sales rut? Doing the same activities day in day out with mediocre results? It’s tempting to just look to hire new people, but what about your existing talent. Can you keep your top performers and develop new ones? Here are five tips to boost retention and develop new sales …

Before you start any sales conversation ask yourself one question: “What’s my intent?” If your intent is to discover how you might be able to add value to this person’s situation, then you’re miles ahead of the herd. Without getting this correct mindset firmly fixed in your thought process you can quickly end up focusing …