If, like me, you’re unable to operate your business as usual because of the most unusual situation we’re in, it’s important to make sure you’re as ready as you can be to bounce back when things get back to normal. It is an anxious time on all fronts. The pressure on...
What does that actually mean? Simply, that as a sales leader, whether you’re the MD, CEO, Sales Director or Sales Team Leader, you must hold your people to the targets set for them. Most sales team environments are competitive and most sales leaders encourage...
The good, the bad and the ugly of sales hiring and firing. Forbes Magazine (and other sources) suggest 1 in 3 sales hires will fail and they highlight poor sales enablement as one of the main reasons for this. Sacking an employee is perhaps one of the most difficult...
How to identify your target market and create your go to market strategy Even if you already have a Go To Market (GTM) strategy, you should regularly review it. I cannot stress enough, how important it is to review every part of your sales function. The world is...
Generating leads can be an expensive, time consuming activity. Even with a good supply leads and opportunities, poor processes and inferior sales skills can make sure fire prospects vanish and significantly add to the cost, in time and resources, of any leads that are...
Is a team greater than the sum of its parts and does it even matter? It’s not unusual for a sales team to rely on a couple of star performer to achieve its target. The company’s happy, the super sales stars are earning their bonuses and if the underachievers are...
If your New Year’s resolution is to grow your business, don’t wait, start right now. Most New Year’s resolutions barely make it to midnight on New Year’s Eve, or they morph into a to-do list for the first week of January, rather than accomplishing well thought out...
It seems incredible that there’s no specific training available for a career in sales. Incredible, because we all buy things, often very expensive things, and need help and informed advice to do it. Perhaps the lack of recognised training, explains why sales gets a...
Do you remember the good old days? The summer sky was cloud free, there was snow at Christmas and to be a success in sales, you just had to get out there and sell, sell, sell. Remember? No, neither do I and it definitely rained a lot, especially at Christmas! As...
How many of us are proud to respond: ‘I’m in Sales’ when asked: ‘So, what do you do?’ And why is it that sales is perceived to be of significantly less value than most other professions? Profession, I can almost hear the sniggering at that description, but yes, it...