The dichotomy facing sales leaders today, is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in … [Read more...]
Why So Many Salespeople Are Failing So Badly …
Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also … [Read more...]
Successful Leaders Are Not Afraid to Leave Their Comfort Zone
"Prince Rabadash's army lay close behind them, Anvard ahead. If they did not reach Anvard before Rabadash and his horde, their journey, their entire lives, … [Read more...]
Managing Is All About Motivating
It is a fact that we as managers should accept – our people perform better when they feel positive about their job. In my view, we absolutely must: … [Read more...]
Managers and Teams – United We Stand, Divided We Fail?
I am consistently on record as saying that standards of professional selling have never been so bad: This is borne out by the startling statistic that around … [Read more...]
How To Develop A First Class Sales Team
Pick up a typical report and what words do you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are … [Read more...]
Whatever got you where you are today will not be sufficient to keep you there in 2016
A rapidly changing environment is the regular background against which organizations must develop. Change is continuous and will become more rapid as we move … [Read more...]
The Importance of Building a Shared Mental Model
One of the most important responsibilities of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales … [Read more...]
The Importance of Stakeholder Management
The more successful you are as a Sales Leader means that your sales strategies will affect more and more people. The more people you affect, the more likely it … [Read more...]
The Essence of Effective Leadership
Last week, I led a leadership workshop for a group of senior executives, employed by one of the world's largest airlines: During an open session on the second … [Read more...]