Blog Archives

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: , , , , , , , , , , ,

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: , , , , , , ,

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: , , , , , , ,

How to Make Every Customer Call Effective & Meaningful

There can often be some confusion with regards to what qualifies as an effective sales call. They can be mistaken for promotional, marketing or service calls – which, when required, can be incredibly useful – but tend to have completely

Posted in Sales Training Tagged with: , , , ,

LinkedIn Crashes – How Do You Sell When LinkedIn is Down?

Today LinkedIn went down for many of it’s European users – including the UK – although it appears to be working normally in the United States. A company spokesman said; “We are aware that some members have difficulties accessing our site. We are working hard

Posted in Customer Attraction, Sales Prospecting, Sales Skills, Social Media Tagged with: , , , , , ,

Salespeople – Are You Really Worth Your Wages?

There are 5 questions below, which if you answer honestly, will give some indication on what effect you genuinely have on your own sales figures. To my mind there are far too many people out there, earning the well-deserved wages

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

The Main Reason Sales Training Works Brilliantly – or Simply Crashes & Burns

Marketing guru Perry Marshall tells a great story regarding the reasons why the Wright Brothers succeeded in getting off the ground, while so many others came crashing down to earth. You see, the reason that Orville and Wilbur Wright were the

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

Do We Still Need Salespeople?

Well Do We? Do We Really Still Need Salespeople? These days, you don’t have to look very far to find an article, video or book where someone is telling us that selling is no longer relevant to modern day business.  Cold calling

Posted in Sales Skills, Sales Team Culture, Sales Training Tagged with: , , , , , ,