I have to tell you that when I was first introduced to psychometrics in 1983, I was somewhat sceptical and that scepticism has remained with me ever since; I will explain why in a moment, but first a little background information (this might be the boring bit but do stay with it!) Psychometrics evolved from the […]
What Makes a Great Sales Coach?
For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a […]
Using Pareto’s Principle to Highlight the Current Malaise Within the Sales Space
I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […]
The FIVE Critical Sales Challenges Facing Every Company, Everywhere ….
I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we throw […]
Taking the Journey to “Me Only Territory?”
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball.) So traditional salesmen and women are operating left field, they […]
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