Whatever label we choose to hang on our preferred style of selling, there are now considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides. As businesses strive to establish customer orientation, sales […]
What Makes The Perfect Leader? – Do You Report To One?
Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history. I also took on my first “leadership” role at the tender age of eight, so you can assume that “leading from the front” has […]
Relationship Selling: Don’t Propose Marriage on the First Date!
You have to sell and prove yourself first before you can hope to develop a relationship… Leading with the notion that you can build any sort of relationship from the outset is hopelessly out of touch, but that is precisely what around 90% of front-line sales professionals are still trying to do. But be assured, […]
Leadership: The Debate Continues – Coaching versus Traditional Training?
People may learn a great deal on development courses, but when they return to the workplace they often have difficulty integrating what they have learnt into their day-to-day work. Quite often, what they may have learnt simply slips from their minds. I believe that between 50% and 70% of an organization’s climate – and hence its […]
If You Don’t Understand It How Can You Manage It?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even […]
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