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 …

9 Ways Managers Secretly Demotivate People Read more »

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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 …

My Sales Team Are Busy Doing Everything Except Selling Read more »

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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 …

The #1 Threat to Sales Team Motivation in Every Organisation Read more »

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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 …

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

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When salespeople ask to be put on advanced sales training, it’s worth enquiring about their desired outcome. Do they want to advance what they’re already doing or are they trying to become better by changing something fundamental? Other disciplines don’t …

Sales Training – Do You Want Better or Advanced? Read more »

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In my experience, sales teams appear to fall into two camps – Battleships and Pirate ships. Battleships are usually (but not always) attached to large corporate affairs, where the marketing department produces most of the presentations and sales material, budgets …

Is Your Company Culture Pirate Ship or Battleship? Read more »

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