Blog Archives

Attracting Success is as Easy as Booking a Holiday

I don’t know how long you spent organising, saving, searching and planning for your next 10 days on holiday – but I wonder if it’s comparable with the time you’ve spent preparing for how successful you intend to become over

Posted in Planning and Preparation, Success 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: , , , , , , , , , ,

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

Posted in Motivation, Sales Management, Sales Management Training, Sales Team Culture 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: , , , , , , , ,

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

Posted in Motivation, Sales Management, Sales Management Training Tagged with: , , , ,

Stop Trying to Sell to THAT Customer (and Help THIS One Instead)

I received quite a lot of feedback and comments with regards to my last post – These People Will Never Be Your Customers – telling me how I was wrong to use the word “never”, and that only failures wouldn’t try

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

The Real Secret to Sales Success

There’s a secret to sales success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there – so

Posted in Sales Success Tagged with: , , , ,

You Got Lucky Kid, But Luck Never Lasts

Originally posted in LinkedIn Pulse: In the series (#If I Were 22), professionals share what they’d do differently — and keep the same.  To be fair, 22 Year Old me was doing far  better than he really deserved to be.

Posted in Sales Success Tagged with: , ,

The #1 Threat to Sales Team Motivation in Every Organisation

The biggest threat to team motivation in any organisation can be traced back to a single source – Lobster People You may not know it yet, but I can almost guarantee that you already work with a few – and

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