July 2012

Cold calling still the leading light in new business sales

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 […]

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Can Sales Managers change sales results in their staff?

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

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Sales staff who can ‘Hit The Ground Running’ are bad for your business

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

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When your idea just wont give up on you

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?

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