Nov 25, 2021
Years ago, I worked with a Head of Sales called Rafi who always encouraged me to read each morning.
Business newspapers, blogs, in fact anything that would help me to be better informed.
Many sales people tell me that they have no time for researching because they’ve got calls to make.
But that’s like saying...
Nov 18, 2021
Kevin - a recently promoted Sales manager - told me: all I ever seem to do these days since I took on this leadership position is either preparing for meetings, attending meetings, or following up on meetings. This isn’t what I signed up for.
People like Kevin are frustrated by the burden of end-to-end meetings and...
Nov 11, 2021
To make the territory review / planning session a success, you need to get your reps to engage in strategic thinking (not just tactical thinking).
A coherent territory plan ensures your salespeople are focused on the opportunities that will maximise yield by allocating the appropriate territory, accounts etc. based on...
Nov 4, 2021
I had a conversation with Paul and Aisling, 2 SDR Managers recently
As we approach Q4, they expressed concern that some of their top performers are thinking of brushing off their CVs and crossing street to competition.
Sales people come and go but there are few challenges which cost you more than losing people...