Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today’s environment…
How To Keep Your Team Focused And Productive During Uncertain Times
Uncertainty is uncomfortable for everyone. Whether it’s political turmoil or a re-organisation at your company, employees who are concerned about their future are likely to be distracted and unproductive. What…
Did You Just Lose A Great Sales Person & Gain A Bad Sales Manager?
The Double Whammy of Promoting Sales People based on Sales Performance The problem is as follows: you promote your best sales person to sales manager; however, once they start working…
6 Steps For Creating A Successful Inside Sales Team
Inside sales – already an important component in the sales efforts of many companies – is expanding as more companies develop or add to this valuable sales channel. Whether you…
3 Steps To Understand How Executives Make Buying Decisions
Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer.…
More Than a Place to Stay
Whether travelling for business or pleasure, guests want two simple things from any accommodation on offer: convenience and comfort. Of course, accommodation needs to be centrally located to position guests…
Don’t Bring A Knife To A Gunfight
How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit.…
1 000 Decisions Well Or Poorly Made
You have 168 hours in a week and 52 weeks in a year. That’s 8 736 hours. What you do with each hour is your decision. You can invest that hour,…
A Simple Guide To Handling Work Stress
Many years ago, one of my mentors told me, ‘everyone has problems, it’s how we deal with those problems that makes us who we are.’ That advice has always stuck…
Warren Buffett’s Talent Criteria
About a year ago Warren Buffett paid $37 billion for Precision CastParts (PCP) Corporation, a highly successful company that makes complex parts primarily for the aircraft engine industry. Buffett praised…