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 […]
The holy grail of sales: how to get old dogs working with new tricks
For the Sales Directors in many companies that sell B2B the goal is to create a team of sellers that combine the wisdom and street smarts of the old dogs (this term is used in an affectionate way here), with the vim and vigour of the young, hungry up-and-comers. It can be the ‘holy grail’ […]
Your Sales Manager is lead dog
Sled dogs work in teams. Just like your sales team. The human giving directions to the sled dog team is called the “musher”. And the musher is much like the CEO, MD or General Manager giving the orders about which direction the company must travel. However, for the sled dog team it’s actually the lead […]
Improve sales by having your team reflect on performance
Some things sound too simple to be true. Can you really improve sales results just by having your team think about what they have done? The short answer is yes. Studies in the real world have shown that effectively using the practice of personal reflection can produce significant performance improvements. For example, in the Harvard […]
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). […]