A Sales Manager and his CEO/MD were in the meeting room, and each time the CEO brought up a problem, I asked the Sales Manager to elaborate. Each time he began with, "Well I'm a sales manager, so I should know this stuff..."Read More
When you’re faced with a problem and provided with a solution, it would be silly not to take it. This is the reality of selling; clients need solutions and salespeople are offering them, but no one is buying. Why?Read More
If you’ve ever found yourself vowing to a New Year’s resolution or to get healthier, then you’ll know first-hand how challenging it can be to change a behaviour. Despite any good intentions, most will find themselves continuing to smoke, eat junk food and fail to exercise. Why’s that?Read More
I went to a 50th birthday the other night, yes that is the crowd I apparently am hanging out with these days. Looking around the crowd, I felt sad, sad because they were doing what they were always done, besides the occasional holiday – there was not a lot to talk about – same old, same old.Read More
We see it time and time again, managers who fail to hire top performing salespeople. They struggle to understand why the person they interviewed turns out to be so unequipped for the job. There are many reasons why someone is unsuitable for the position, a lack of skill, motivation, and desire, just to name a few.