Sales Management and Talent Insights

If you talk with most sales leaders and HR executives, they will tell you that they get very little value out of reference checks. Due to the nature of labour…

I am often asked just what it is that makes a highly successful and effective sales team — what differentiates them from an average one? Actually, the answer is simpler…

You walk into the boardroom to interview a sales candidate. As you look across the table, there should be a big question on your mind. The wrong answer to this question…

Mastering the nuances of sales management on the job can have its pitfalls. Here are ten things that I wish I’d known before I started managing a sales force. 1.…

Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a…

Sales executives are always looking for ingenious ways to motivate their teams. They stage grand kickoff meetings to announce new bonus programmes. They promise exotic trips to rainmakers. When business…

Good people practices confer a performance advantage. This is especially important as companies cope with a growing talent crisis and chronic economic uncertainty. But just how strong is the correlation…

Sometimes we teach the sales force unintended lessons. By not reviewing activity and outcomes, we teach the sales force that taking the activities and achieving the outcomes they need isn’t…

Virtually every corporate and academic leadership development programme is founded on the same model – we call it the formulaic model. It tries to collect all the various approaches to…

The single most common mistake that organisations make is promoting their number one sales person into the role of sales manager, thereby depriving themselves in a single stroke of their…