One point that may arise out of comparing your sales team to a health issue is that behind a doctor’s diagnosis there is scientific data,
If your sales team is selling the same way they did 10 years ago, then it is jeopardising your business’s growth. Sure, you’re still here.
Sales training, on its own, doesn’t work. And that is predominantly because of the 70:20:10 model (as well as a few other key factors). So
Last week we looked at why you need a robust pipeline to manage your sales process, from a big picture viewpoint. Now it is about
There are plenty of ways to turn a sales pipeline into an analogy and perhaps the most simplest (and most widely used) is to imagine
An underperforming sales rep is probably one of the most difficult things a sales manager has to deal with. It’s a rather uncomfortable task to
Did you know that it can cost more to acquire NEW customers than to hold onto the ones you’ve got? Yes, customer retention is key
There are many people who would consider the words ‘leader’ and ‘manager’ to be much-of-a-muchness – that they mean the same thing. But it’s not
A lot of the time sales managers are created from successful sales reps. But with a management role comes responsibility for others, and this is
The sad fact is that sales training, on its own, doesn’t work and worse still there are typical reasons why it fails that, if avoided, can