Have you ever heard the saying, “The customer is always right”? It makes sense, doesn’t it. The customer is the person who ultimately pays your bills. Without customers any business will grind to a stop. Even the world famous management consultant Peter Drucker has said: The purpose of a business is to create a customer […]
Resilience for sales people: How to help your sales team be more resilient
Selling can be a solitary occupation Many people in sales or business development roles, whether they be full-time selling or split function sales roles, or field-based or internal office-bound sales roles, largely work autonomously. Their job is to be communicating with clients directly, often spending more time with clients (in person, over the phone, or […]
Danger signs for likeability every Sales Manager should know about
Selling is an individual activity. Sure, sometimes a ‘team selling’ approach is appropriate, but even then it relies on each individual seller doing their part well. Because of this focus on individual performance it’s extremely important for a Sales Manager to keep an eye on the personal communication behaviours of their team. Most people in […]
5 steps to help younger sales staff overcome fears and improve performance
Younger members of your sales team – or individuals who may have come from a non-selling discipline – often have fears you wouldn’t expect. Sidebar: If you’re the Founder, Principal or business owner who has built the business, you may be surprised that anyone on your team actually has these concerns (as you probably don’t). […]
The twin sisters of killer sales performance improvement
When most sales managers and business owners think of improving results from their sales team they usually jump to ideas based on the ‘carrot or stick’ approach. But there are two other supportive behaviours that have much more potential to increase sales than either carrots or sticks. The beauty of carrots Within the sales profession […]