We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from those required for selling – sounds obvious, but it is a point which must be re-iterated. As a result, it’s not uncommon to find newly promoted sales managers […]
Have We Entered the “Era of Buyer Ambivalence?”
Well, no, not in my humble opinion, but unless you have been exiled in a cave, somewhere in Outer Mongolia, you will have read the plethora of commentary – some of it bordering on hysteria, I might add – informing us of a dramatic decrease in the importance that buyers place on salespeople. In fact, […]
Is Your Sales Process a Help or a Hindrance?
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals […]
The Definition of Great Leadership
Defining just what makes a leader effective remains as difficult today as it ever was. But that does not prevent us from seeking to distil their secrets – quite the reverse. Of course, there must be almost as many theories on leadership as there are leaders themselves and models for the best kind of leadership […]
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