Sales meetings are an absolute dream when everything’s going well. But if you’ve ever managed a team who started to fall behind on their promises or began to miss targets – you’ll recognise the smoke screen of well worn (and often recurring) excuses in a …
If you’re a fairly successful manager, I’m willing to bet that there are specific times throughout the year when you deliver thousands of dollars worth of profit back into the business. But I’d also put good money on the fact that …
How Successful Managers Make Themselves Worth $100K an Hour Read more »
Buyers are Liars! Actually that’s not always true – but it was one of the first bits of advice someone gave me when I went on the road as a B2B sales bod. But can you really blame customers for …
Want to Know How to Get an Appointment with a Tough Prospect? Read more »
You can tell a lot about an organisation by observing the culture across the mid-table performers within its sales team. Let’s take as an example the wine industry. If you have ever worked in the restaurant trade you will have come …
What Does Your Sales Team Culture Say About the Rest of Your Company? Read more »
Today’s quick acronym is H.A.D. – as in; “You H.A.D. Me at Hello!” Whether you’re employed as a customer service professional, or you work on the desk that receives customer service “enquiries” or you’re the engineer / expert / short-straw-puller …
Most managers don’t have the time to catch up with every member of their team on a regular basis or fit in a bit of one-to-one coaching – and when they do – it’s usually the “I need you to go in …
What can you do when certain members of your team just don’t follow the plan? And what do you do if they fall so far behind with their targets, that catching up becomes almost impossible? You might possibly consider sacking them – …
What to Do When Members of Your Sales Team Fall Behind Read more »