Sales Management

6 Qualities Of The Modern Day Sales Professional

You probably know already that I often speak and write about the evolution of the modern-day buyer. However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every…

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3 Tips To Communicate More Effectively With Your Sales Team

The old adage, “It is not what you say, but how you say it,” is true and valid. In today’s business environment, the wrong words or tone of those words can cause misunderstanding and resentment. As today’s buyers are more…

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How This Slight Change In Mindset Will Smash Your Sales Targets…

Most salespeople are set sales targets. These are usually expressed in terms of turnover, market share, profitability, number of new accounts and renewal of existing contracts and so on. The problem with being in sales is that everything we do…

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7 Ways To Make Your Monday Morning Sales Meetings Buzz

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because the only result is that…

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Here’s A Handy Way Of Measuring Your Success In Sales…

A salesperson attended one of our programmes recently and asked ‘how many ways are there to measure whether you are successful, other than meeting your sales quota?’ It’s a good question and many people would say there’s probably only one…

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Here’s A Sales Challenge That Guarantees Results…

Occasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway. It’s…

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The 11 Worst Excuses Sales People Make When They Miss Their Targets

When I managed a team of salespeople it was always interesting to hold meetings with them when their targets hadn’t been met. I often had to smile to myself when they were avoiding eye-contact, rubbing their hands together, breathing heavily,…

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Practice Makes Perfect – Kick Out Mediocrity

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…

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

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…

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The Importance Of Coaching In Sales Leadership Development

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…

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Is Your Top Revenue Earner Actually Your Best Salesperson?

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…

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Jack Welch’s Sales Management Concepts

Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till 2001. To start…

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