If something is truly important to us we are motivated to do whatever it takes to make it happen. Very few people think getting more money is important enough to endure the angst of prospecting. To have people push through … 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
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.
A illustration of the percentage of the population who can prospect either totally independently or with some systems support versus the vast majority who simply cannot. With SIP it is possible to identify the minority who can prospect before hiring. Continue reading
PLEASE STOP READING RÉSUMÉS – THEY ARE BAD FOR YOUR BUSINESS Résumés or CV’s provide no insight into whether a candidate can sell. SIP will clearly identify their selling capacity even before you met them and show you whether they will fit into your team saving you hundreds of hours in lost recruitment and training time and tens of thousands in lost revenue. Continue reading
Sales Recruitment Recruit Sales Staff with Sales Inventory Profile (SIP). Why? It answers your number one question in recruiting sales staff is “Who can sell?” SIP is the best sales staff pre-selection tool in the world and it answers this … Continue reading
Hi Everyone To all my fabulous clients and friends who have journeyed with me since SIP was relaunched in 2008 Another year of selling comes to a close and before our focus turns to some well earned rest and time … Continue reading