Shareholders have experienced an interesting seven years since the crash of 2008. Most investors, having learned lessons from buying into rapid growth companies that became unstuck, are now reacting to the econ...
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A question I get asked a lot is “What makes a high performance sales team?” Many of our clients want to know what characteristics they should be looking out for in their people and what separates a ...
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Traditionally, people have believed that you are either born to be good at selling or you are not. This traditional “wisdom” holds that selling skills can be honed over time, but they need to be bas...
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I was taught at Harvard that if you are responsible and accountable for a leadership or business task, you must have the full authority to make decisions. Well, shouldn’t this be the same for sales people? Sale...
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Leading the sales process can, quite simply, transform your sales performance. By taking control and leading the sale at your own pace, you will significantly improve your sales forecasting accuracy and the cer...
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When most people think of a sales person, they think of the staff in their local retail store or the door-to-door salesman who tried to convince them to switch their energy supplier last week. For these sales p...
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Companies of all sizes spend a small (and often not-so-small) fortune on sales training every year to assess, develop and, more recently, accredit the selling skills of their people. Six months after implement...