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What does great Sales Onboarding look like?

When we’re able to resume business and whatever that may look like, we know for certain everything will have changed.  Our customers, our routes to market, even where we buy our coffee on the way to our desks will be different. It’s inevitable that businesses will see staff changes through downsizing, re-imagining how they work and the usual ebb and…

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Back to Basics – Why Re-boarding is the New On-boarding for Salespeople

I know that every Monday morning we must be closer to getting back to business. But Monday morning is when it’s the hardest to believe it’ll actually happen. It’s harder to focus, harder to keep motivated. Statistically, 1 in 3 sales hires fail and that is costing businesses a fortune in lost revenue, lost management time and business operation. I’ve been…

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Why back to business means back to basics…………

Back to Basics…but We hear the term ‘back to basics’ all the time. It’s used to reference pretty much anything.  I’ve seen it used in ads for school uniform, gardening centres and cooking shows. It only works though, when we can visualise what the basics are.   When it’s applied to sales and sales growth, it’s not hitting the mark as…

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Coronavirus, the opportunity, the fear and the anxiety

If, like me, you’re unable to operate your business as usual because of the most unusual situation we’re in, it’s important to make sure you’re as ready as you can be to bounce back when things get back to normal. It is an anxious time on all fronts. The pressure on the world’s financial markets is intense, with fears of…

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5 Things your salespeople should be doing while on lockdown

Keep your sales team in shape – 5 ways to help them in lockdown Working from home is hard. We all do better and feel more focused, when we have our colleagues around us and can speak to our customers face to face. As sales people, who thrive on personal contact, it’s very hard to keep motivated and not let…

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In challenging times always stay in contact with your key customers

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Use any Corona Virus downtime wisely and focus on reviewing your sales strategies and sales playbook

Over the next few weeks, we're all going to lose meetings and appointments to the Corona Virus. Its a great time to review sales strategies and make sure your business is sales-ready when we return to the office.

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You deserve what you tolerate

What does that actually mean?  Simply, that as a sales leader, whether you’re the MD, CEO, Sales Director or Sales Team Leader, you must hold your people to the targets set for them. Most sales team environments are competitive and most sales leaders encourage competitive behaviour.  It’s healthy, it motivates us and keeps us moving forward to achieve bigger and…

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The good, the bad and the ugly of sales hiring and firing

The good, the bad and the ugly of sales hiring and firing.  Forbes Magazine (and other sources) suggest 1 in 3 sales hires will fail and they highlight poor sales enablement as one of the main reasons for this.  Sacking an employee is perhaps one of the most difficult tasks in the management canon. There are many answers to the…

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Kid With Abacus Image

Selling by numbers

Painting by numbers is very therapeutic. It may not be ‘art’ but it’s an effective way to create a real painting if you’re not a Rembrandt or a Michelangelo.  It’s growing in popularity both in traditional paper-based form and digital applications to while away the time on train journeys. Why is it popular? Because it has a satisfying structure that…

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