Straightforward question. What are the top personality traits of the most successful sales people? Chances are while you’re mentally reeling off the strongest skills, humility probably wouldn’t come high on the list.

Are you feeling the pressure of selling time? For most businesses, the answer would be a resounding ‘yes’. They say time is precious, but in the world of sales it is simply invaluable.

Closed culture, operating solo, working in silos – however we refer to it there are always negative connotations in relation to the corporate world. It is a viewpoint that has been held for more than 25 years, ever since the then CEO of GE Jack Welch advocated a ‘boundaryless organisation’ for his company. The inspired […]

Picture the scene. A ‘smart’ fridge so technologically advanced that it tracks precisely what food is going in and out. When stocks run low it contacts Amazon, places an order and then a drone drops the replacement food direct to your front door without you having to lift a finger.

“Give me the numbers this month”. And there goes the first bullet. If we had to pick one phrase that encapsulates how not to manage a sales team, this is probably it.

Juggling the priority list is a constant struggle for sales leaders. What comes first – help teams sell more to existing customers, find and sell to new customers, improve team performance and productivity, build long term relationships or outpace customer expectations? Short term priorities might change during a day, a week or a quarter and […]

It was Stephen Covey who coined the phrase ‘Begin with the end in mind’ in his bestseller The 7 Habits of Highly Effective People. Although the renowned book focused on personal change, the statement is still a poignant one for achieving change in the business world.  In fact, it should be the first step of […]

Playing the sales headcount  game. How many sales people do I need? It’s one of those 64 thousand dollar questions that everyone needs an answer to.

Nearly a third of people in the UK say they don’t read in their free time yet statistics show most CEOs and executives actually read an average of 4-5 books per month. So the leaders, the ground breakers, the innovators and the product makers find great value in picking up a book. The same applies […]

Would your team pay using their own money for the time they send with you? Many years ago, upon my promotion to first line sales management my boss gave me some great advice. More accurately he gave me 2 questions to constantly ask myself.