Quite simply, the answer is yes – you can predict the performance of sales candidates. But it can’t be done by gut-feeling, or making assumptions
Do you negotiate with customers daily? Are your margins eroded due to price pressure from competition? Can deadline pressure result from tough negotiations? Can customer complaints
Not coaching a sales team is like putting 91 petrol into a high-performance car. It’s going to strain the engine, reduce its performance and make
Not coaching a sales team is like putting 91 petrol into a high-performance car. It’s going to strain the engine, reduce its performance and make
Not having the right set of skills and knowledge will hamstring any team—no matter how good their mindset is. Training up sales reps to ensure
You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to
Buying behaviour has gone through radical changes since the arrival of the internet and the growing eCommerce industry. If you want to connect with your
If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients
While the foundation of consultative selling is to enhance client profits, it’s near impossible to do that if the customer doesn’t trust you first. And
Sales grow when people grow. In order to produce a high performing sales team, sales managers need to spend at least 50 per cent of
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