Real estate agents are not earning enough. Despite the real estate industry having some of the highest income earners in the country only a small number of real estate agents earn over $250,000 per year.With some many offices around the country why are there so few individuals at this level of personal success? Is it […]
Cold calling still the leading light in new business sales Read More »
I absolutely disagree that managing people differently will yield significantly different performances. They either have it or they don’t and most people who take on sales roles are earnestly trying their best, so bullying them or bribing them with awards, or tricking them with team activities into more sales results does not work. If there
Can Sales Managers change sales results in their staff? Read More »
My passion in business is all about creating sales excellence for organizations and sales professionals. I do this by helping my clients expand the sales functions within their businesses. My coaching philosophy has always been based on the three part formula: Select. Teach. Expand. Select Firstly, I help businesses recruit sales staff who really do
What is a Sales Excellence Business? Read More »
There is a belief in the corporate sales world that to hire sales staff who are capable of “hitting the ground running” is a good idea. I’d like to suggest that it’s bad for your business. Having staff who, the moment they turn up or really soon thereafter, are out there doing their thing without
Sales staff who can ‘Hit The Ground Running’ are bad for your business Read More »
What do you think when you hear the word ‘entrepreneur’? It’s phrase often used to describe a start-up business person. The dictionary.com defines it simply as: “a person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk.” But why is it some people take the risk and use their initiative?
When your idea just wont give up on you Read More »
The reason so many people never get anywhere in life is because when Opportunity knocks, they are out in the back-yard looking for four-leaf clovers. Walter P. Chrysler Founder of Chrysler Foundation Needing to be inspired? More here More articles: What is a Sales Excellence Business?
Can a successful salesperson do either of these sales roles? No, as very different people are capable of doing these two jobs properly. Using SIP we can see these differences in capability very clearly but it is not so obvious observing BDM’s and account managers in the wild.
Difference between Business Development Manager (BDM) & Account Managers Read More »