One task can literally 4 x your prospecting results – Creating a strategic and finite list of key targeted accounts. Often when I’m coaching salespeople I ask them, “Please can you show me your list of targeted accounts?” Too often the response I get is: Sure we have them all here in our database and …

Put simply, coaching is a process to improve performance that focuses on helping an individual unlock their own potential to maximise performance. Coaching helps them to learn rather than you teaching them. Most sales managers are poor coaches lacking the ability and skills to help individuals reach their full potential. Now’s the time to learn …

As a manager you urgently want your team to perform at their best this year. Question: What is the one activity you can do to ensure this happens? Answer: Coaching Problem: Most sales managers don’t have a reliable method to consistently develop the performance of their team. Why? : Top Reasons. Have not been trained …

More firms than you would ever imagine both small, medium and larger organisations, still have little or no visibility and control over their sales revenue. They often fall into two camps, either they have no CRM system at all and rely on a myriad of spread sheets and disparate reports to attempt to manage the …

I know it’s shocking but training your salespeople won’t get you the peak performance results you want. Today smart companies across the globe are waking up to an important fact. They must invest in and empower their sales managers if they want to achieve maximum performance. We must stop the erroneous idea that promoting good …

I was asked last week by a senior sales manager why two of his top performers results had dropped in recent months. So, I’d like to share three key reasons this can happen. Top performers are often first to be neglected. We assume they are feeling great and will automatically continue producing high-level results. This …

Language is powerful, using it skilfully you will control and influence the discussion, which influences the relationship and ultimately the business results. There’s a direct link between these three elements. If you’re in a sales, then language is the primary tool of your trade. Therefore, you need to continually improve your use of this vital …

Discover the fundamental reason clients just 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. One fundamental reason is that your prospective client does not see how …

I’m often asked by sales leaders, “How can we quickly and easily increase our sales?” One question worth exploring is… Where we can add more value to our existing clients? This seems overly simplistic, right? Well ask yourself honesty, how many of your existing clients use or even know about all of your products or …

Do you find it easy to start new projects but then lose focus, get distracted and drift off course? You’re not alone in feeling that way. Over the last ten years of working with top sales leaders and their teams, I’ve noted it’s their commitment to completion that has been one of the outstanding hallmarks …