Blog Archives

All Sales People Fall Into 1 of these 3 Categories

It’s been my experience, that most Sales People fall into 3 distinct categories. Can’t afford to lose them Can’t afford to keep them Can’t afford to leave 1. Can’t Afford to Lose Them There are certain individuals who deliver so

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The Way Successful Leaders Motivate their Teams

Not so long ago a study was carried out to try and work out what it was that genuinely motivates people at work. As part of this study a large selection of managers and their staff were asked to put

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Managers – Are You Earning Less than Your Team?

During my very first sales management role, I decided that everything leaving the desks and computers of my team would be a direct reflection – with regards to customers and competitors – of the way I ran my ship. There

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How to Create a Self Sufficient Sales Team

Do members of your sales team knock on your office door and ask you questions that; They really should already know the answer to You’ve already given a similar answer to on previous occasions – or Relate to problems that

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A Member of My Sales Team Was Lap Dancing When She Should Have Been Selling

Peppered across the sales teams of my management career, there have been one or two salespeople who flagrantly abused my trust – spending their time on a variety of activities throughout the working day, rather than on the job we actually paid

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9 Ways Managers Secretly Demotivate People

Very few managers ever set out to actually demotivate a team. The night before starting a leadership or management role, most people are usually brimming with excitement. They make notes, get ready to address the troops, they’re looking forward to

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My Sales Team Are Busy Doing Everything Except Selling

In this blurry new, multi-tasking, on-line opportunistic world in which we all now live – it can sometimes be a little difficult to work out where marketing strategy stops and the sales process begins. So, as a sales manager, it’s

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How to Spot the Ineffective Salespeople in Your Team (And What to Do Once You Have)

Could there be some members of your sales team who are simply “Miming in the Choir”? I know it sounds like an odd question – but the phrase “miming in the choir” sums up much of the “active inactivity” that

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How to Manage 4 Groups Found in Every Team

Wouldn’t it be wonderful if every salesperson we ever hired turned out to be incredibly good value for money – while constantly displaying the effort, attitude and skill set of a truly superstar sales pro? It’s been my experience that

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How Successful Managers Make Themselves Worth $100K an Hour

If you’re a fairly successful manager, I’m willing to bet that there are specific times throughout the year when you deliver thousands of dollars worth of profit back into the business. But I’d also put good money on the fact that

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