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 50% of frontline salespeople, globally, are expected to be behind quota at the end of Q2. I have also been quoted as saying “Show me an underperforming sales […]
The Role of Communication In Management
In my mailbox this week was a message from a young guy in Australia who has just taken his first step up into management. His question was quite simply “What is the most important management trait I should consider developing first?” Very interesting question because there are several essential traits that need to be developed […]
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