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 … Continue reading
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, … Continue reading
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 … Continue reading
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 … Continue reading
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 … Continue reading
Often we as sales people or as sales managers assume that one sales person is interchangeable with another for different sales roles. But in fact 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 often not so obvious observing BDM’s and account managers in the wild.