I have always maintained that my most favorite time of the day is what I call “my thinking time” It usually comes at the end of each day and it is not only a time of reflection – looking back over the day and confirming to myself that I achieved all of my key objectives […]
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 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 Top Sales Professionals of Tomorrow Have Moved Beyond Attitude, Skills & Process…
It is fairly common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a […]
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 […]
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 efficient, productive and predictable. What set of people are required? Obviously, people who are efficient, effective, proficient, competent, productive and co-operative. But I believe we need to go […]
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