Having callers read scripts word-for-word undermines your sales efforts. Script reading is literally swimming up-stream against a raging current. It’s time to reorient your teams. Buyers don’t tolerate generic or…
Don’t Avoid Objections, Prepare For Them
I was interviewed on a podcast when the interviewer asked me a good question that he said would cause me to think a bit. He asked, “Mike, how many objections…
How To Help Employees Change Ingrained Habits
I first met Eric (not his real name) during new manager training I was facilitating. He had recently become a manager after several successful years as an individual contributor and…
Make Sales Training More Effective By Making It Harder
By making the practice harder than a real sales call, sales people are prepared for any conversation. Have reps practice in front of their peers. Don’t help them when they…
5 Keys To Execute A Successful Sales Reorganisation
Weeks and months of planning go into defining the optimal sales org design for your organisation: Countless meetings and analysis comparing the benefits of hunter/farmer, stratification, product specialisation or other…
More Frequent Sales Quotas Help Volume But Hurt Profits
What should be the appropriate frequency of quotas – daily or monthly? Identify your desired outcomes and consider unintended consequences before you answer this question. Sales organisations often struggle to…
To Control Your Life, Control What You Pay Attention To
One of the best insights on what true productivity means in the 21st century dates back to 1890. In his book The Principles of Psychology, William James wrote a simple…
4 Sales Insights To Achieve High Growth And Success From Justin Manson Of TomTom Telematics
Vital Stats Designation: National Sales Director Company: TomTom Telematics South Africa Career Summary: Joined TomTom Telematics in 2013 as a business development manager, which was in essence a sales support…
Nestled in Heaven
Spectacular scenery, majestic wilderness and wildlife tours are the hallmark of the breathtaking Thandeka Lodge. Just two short hours’ drive from Johannesburg, this privately owned and run reserve promises an…
Adding Flair to Any Event
From coffee to cocktails, beverages can play a crucial role in the success of an event, whether it’s a boutique gathering or a large-scale conference. The right selection of tasty…