It’s important to have a meeting rhythm and to hold your sales people accountable for their commitments and their results. But in doing so, we can train sales people to…
Simplicity is the Word
If you think like a customer, retailing is simple to execute. So says Eduardo Castro-Wright, vice chairman of Wal-Mart Stores. What is the most important leadership lesson you’ve learned? Walking…
Six Reasons Why Sales Managers Fail
I have put this report together to help sales managers and their employers maximise the results that sales managers and their sales teams produce. This information is based on my…
When Make Belive Can Make It Happen
The placebo effect is one of the more intriguing aspects of human psychology. Welldocumented medical evidence shows that some medical patients report an improvement in their symptoms when they believe…
Realigning Push to Pull in the Selling Organisation
There is much discussion these days on transforming sales organisations from Push to Pull. I can see the reason for this interest. If I had a nickel for every time…
Dead-Ending?
Are you ‘just getting on with the job at hand’ too much to consider where your career is going and, more importantly what’s holding it back? Whatever the reasons for…
Improve Your Post-Decisions Debriefs
There’s nothing quite like the feeling of closing a sale. Whether it’s a large sale or a small one, salespeople celebrate first and then try to understand why they won…
The Truth About Getting Prompt Buying Decisions
“I don’t have a commitment, but a is pending.” In my mind, ‘pending’ usually means the same thing as ‘dead on arrival.’ How often do you say ”the decision is…
Walking the Talk
Vital Stats Name: Marcel Klaassen, 29 Designation: Head of Sales: Business Banking, FNB Commercial Sales Team: 250 - 300 business managers across a national branch network. Offering: Transactional banking services…
Your Competitor’s Case
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their…