Blog Archives

Would Your Customers Offer You a Job?

Here’s an interesting way for you to set the bar professionally. Just imagine the unthinkable happens tomorrow – and you’re current employer just collapses, got sold, or decides to make 50% of the sales team redundant, including – (clearly) unjustifiably

Posted in Sales Skills, Sales Success Tagged with: , , , , , ,

4 Steps to a Sales Team You Can Be Proud Of

Are you truly proud of the way your sales team go about their work and the results they deliver for the company? How about the way they treat your customers – their standards with regards to ethics, professionalism and personal attitude? Are

Posted in Focus, Sales Management, Sales Team Culture Tagged with: , , , , , , , , , ,

Why Don’t Sales People Show a Little More Initiative?

On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One

Posted in Accountability, Education, Focus, Motivation, Sales Management, Sales Skills, Sales Success Tagged with: , , , , , , , , , ,

A New Year Message to Salespeople

May the charlatans and half-jobs never darken your door – but may the knowledge that they exist, drive you to reach every customer an hour before the dishonest ever get a chance to call. May you wake every morning eager

Posted in Christmas, Sales Team Culture Tagged with: , , , , , , , , , ,

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

Posted in Accountability, Focus, Sales Management, Sales Management Training, Sales Team Culture Tagged with: , , , , , , , , , , ,

Can You Solve the Puzzle of the 18th Camel?

There was once a man who had three sons and 17 camels. On his death bed he split his 17 camels between his boys; Half to his eldest, One third to his middle son and One ninth to the youngest.

Posted in Christmas, Problem Solving Tagged with: , , , , , , ,

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

Posted in Accountability, Focus, Sales Management, Sales Management Training, Sales Team Culture, Time Management Tagged with: , , , , , , , , , , ,

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

Posted in Accountability, Education, Sales Management, Sales Management Training, Sales Success, Sales Team Culture Tagged with: , , , , , , ,

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

Posted in Education, Sales Management, Sales Management Training, Sales Success, Sales Team Culture Tagged with: , , , , , , ,

Trade Fair Nightmares? How to Become Best in Show

Hurray – it’s that time of year again when the sales team all hide behind unnaturally tall tables, while desperately trying to appear professional in their (ill-fitting) branded polo shirts, stylishly matched with their business suit trousers. Yes – it’s trade shows

Posted in Questioning Skills, Sales Skills, Sales Training Tagged with: , , , , , , , , ,