Blog Archives

The 3 People I Will Never Work With

If you’re involved in any kind of new business development or sales, then I would always recommend that you spend some time working out the profile of your Perfect Prospect. Trouble is, it takes a lot more effort than most

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

New Year’s Resolution? You Need a Bit of 80’s Rock

If you want to really make a difference over the next 12 months, I reckon there’s only one New Year’s Resolution you’ll ever really need. According to Time Magazine, the top 10 most popular (and most broken) New Year’s Resolutions

Posted in Christmas, 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: , , , , , , , , , ,

5 Paths to Hitting this Year’s Sales Target

If you’re sales targets for next year are looking steeper than the north face of The Eiger – worry not my friend. There are 5 business principals below that might very well hold the alchemy that will catapult you towards

Posted in Focus, Sales Management, Sales Skills, Sales Success 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: , , , , , , , , , , ,

A Business Fairy Tale – The Sales King

Once upon a time there was a Sales King. The Sales King had two beautiful daughters who gave him great joy, they were called Prospect and Customa. Great fortunes were spent on them and many songs were sung. One night

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

Sales in Top 10 Professions Most Likely to Experience Depression

Not so long ago, a report on Health.com listed sales as one of the 10 professions where workers are most likely to experience depression. If you didn’t know already, depression affects about one in ten of the population – and can

Posted in Depression, Health 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: , , , , , , , , , , ,