The world of B2B sales has changed; and it hasn’t. What hasn’t changed is: The importance of personal communication and self-management skills for sellers. Clients place high value on sellers having Account Management and Solution Selling skills. Sellers have not been replaced by digital and social media. We now have social selling. Buyers want sellers […]
6 steps for giving effective feedback to your sales team
Busy sales leaders should be looking for efficient ways to get things done. I understand that. But when it comes to giving performance feedback I think being focused on efficiency isn’t always the best option. This is why. In a recent article on HBR.org (from Harvard Business Review magazine) called Giving Effective Feedback When You’re […]
How to embed learning in your team: the Ex4 method
Lack of implementation. It’s a major impediment to getting the return on investment you want from training. Have you heard about the studies that show up to 90% of what is covered in training is not retained after 4 weeks (also known as the Forgetting Curve first identified by Hermann Ebbinghaus in 1885). Or that […]
A Christmas classic: Yes, Virginia there is a Santa Claus.
This classic was written in 1897 by Francis P. Church, veteran editor of the now-defunct The New York Sun newspaper. He wrote in response to the following letter: Dear Editor: I am 8 years old. Some of my little friends say there is no Santa Claus. Papa says, ‘If you see it in The Sun, […]
Being comfortable is not always productive
When you think of being on a cruise ship, what comes to mind? Maybe having drinks at the bar; onshore excursions; being pampered; or lazy days in a deck chair! But it’s not all that easy. Being on a cruise ship can be confronting. Everyday there are challenges to overcome. Unless you stay in your […]