Any sales methodology used in your business underpins the process, the steps your people follow and ultimately their performance. It is important for sales leaders to develop a qualifying methodology to determine a lead’s purchasing capacity, needs and process.
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...
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...
I think one of the most difficult tasks in management is sacking an employee. There is no clear right or wrong time to do it, but it is important to consider the impact it’s going to have on the rest of the sales team. Perception is vital to the confidence of the team...