What is a ‘Sales Playbook’ and why you need one

What is a ‘Sales Playbook’ and why you need one

No doubt like me you’re seeing the term ‘Playbook’ appearing in more and more posts ranging from those helping your business to those helping your personal finances. With so much leading sales content originating in the US, I’ve been a regular consumer of such...

What does great Sales Onboarding look like?

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...

Why Reboarding is the New Onboarding for Salespeople

Why Reboarding is the New Onboarding 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...

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

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...

7 Tips to ensure you hire the right Sales Person

7 Tips to ensure you hire the right Sales Person

Hiring Sales Staff - How to find the person you need and get them working effectively The new year is often a time to think about hiring new staff.  Plenty of time over the holidays for crunching the numbers and producing a good final quarter before the new financial...