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 »
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.
Are your staff too scared to cold call? Read More »
We often see people with the better ‘hunter’ SIP sales profiles have a history of more jobs than the non selling profiles. It indicates an inner strength or resilience and willingness to adapt on the part of the candidate to keep trying new opportunities and the fact that they haven’t found the right job for themselves.
Why do candidates with better selling profiles on SIP have so many jobs? Read More »
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.
What’s the number one issue facing sales organisation, managers and owners? Read More »
An interesting statistic that shows recruiting good staff is getting harder “Spending per employee on recruiting went up 6% this year…which is more than 3X the money spent on the training of internal candidates.” So why don’t companies spend more money training existing loyal and product savvy staff to take on these new roles? Not
What about us? Growing your talent from within Read More »