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Sales Management

Two Things That Kill Motivation In Salespeople

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A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’. He went on to describe how no-one he had worked for had even tried to find out what drove him forward and what would make him get up in the morning buzzing [...]

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Practice Makes Perfect – Kick Out Mediocrity

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I read an interesting article in the Guardian last Friday about how young Dutch footballer’s skills are perfected by their coach. The method? They get them to actually kick the ball 10,000 times a day in sets of 100-200 repetitions at a time. They work with their young players in various drills. A mixture of [...]

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The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager

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The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you will learn… How to create a sales plan for you and your team How to recruit new sales staff How to develop your sales [...]

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The Importance Of Coaching In Sales Leadership Development

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Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve their top line growth by transforming their average sales reps into good ones, and their good reps into all-stars. But research on traditional sales training [...]

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Is Your Top Revenue Earner Actually Your Best Salesperson?

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I have had many debates over the years about what makes a great sales person and the one thing I have always argued is that the amount of revenue they produce should not be the only key factor. Let me give you an example based on Formula One (F1) racing. The reason the drivers strive [...]

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