Image
One of the Biggest Barriers to Change! A Lack of ROLE CLARITY.

When you think of a salesperson, what’s the first thing or person that comes to mind? The very first thing that pops into your head? My guess is that it’s a negative thought…the fact is that it’s a negative thought for the vast majority of people. Most people have a negative connotation of sales; their immediate…

What is it that most Sales Managers fail to do?

I was on a coaching call with a Sales Manager last night, who I’ll call Steve and the issue came up as to the actual role of a Sales Manager. To my surprise, Steve held the view until recently that the role of the Sales Manager was a largely administrative role involving preparing reports, assembling metrics…

Dramatically changing your sales outcomes!

I’m just about to head home after spending a couple of weeks in the UK speaking at sales conferences and more importantly training salespeople, many of whom are just starting out on their sales careers. Anyone who follows my blog will know of the satisfaction I get from training young salespeople and setting them on…

The vital importance of “Values Based selling”

I’ve recently returned from the UK having conducted a number of training days for young salespeople focusing on sales process and in particular the “Psychology of Winning Business”. Over a period of 2 weeks I had around 200 people attend these events so they were able to gain a great deal of personal attention. There’s…