In 2011, a new piece of sales research took the sales industry by storm: The Challenger Sale. With it came a new sales method touted
Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 per cent of salespeople, have less than
In a world where new marketing strategies enter the market every other week, often touted as the next and best, consultative selling still continues to
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
Lead generation, cold calling, prospecting, networking – these are all essential things for a salesperson to do in order to meet targets and bring in
In 2014, Hot Springs Spas blew their annual sales records out of the water. Until then, the highest number of units sold in a year
Once the strategic foundations of your sales plan have been laid, the next vital step is to ensure your sales leaders are capable of executing
In most organisations, the customer service department and the sales team are two separate entities. But in actual fact, they should be treated as part
Our research shows that 46 per cent of hires fail within the first 18 months on the job. Why? It comes down to a number
All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with