COVID-19 doesn’t mean we can’t continue to do business, but it is changing how we do business – particularly in the sales environment. I recently had my first online sales…
COVID-19: The Sales Manager’s Guide to Leading in a Crisis
As a sales leader, you’re facing the same stresses and anxieties as your sales team. The difference is that you need to step up to help them. The only way…
Changing the Way Your Sales Teams Work in Covid-19
If COVID-19 has taught the business world anything – it’s that there has never been a more crucial time to change the way we work than right now. Some companies…
How To Hire Hunters And Farmers For The Right Sales Roles
Question: Does your Sales Organisation use an assessment tool specifically developed to identify competitive Hunter and Farmer sales executives – and has this tool proven to be effective in identifying…
Design Incentive Programmes That Motivate Your Entire Sales Force
Question: Has your Sales Organisation designed an incentive programme built on multi-tier sales targets tailored to incentivise star, core and under-performing sales executives, and are your current incentive programmes and…
How To Stop The Ineffective Use Of Sales Executives’ Time From Costing You Millions In Lost Revenue Each Year
Question: Has your Sales Organisation formally defined its expectations of the time usage of your sales executives – and is each sales executive’s diary time usage actively monitored by their…
Test High-Priority Sales Skills Before You Hire
Question: Has your Sales Organisation designed role-plays and exercises to test high-priority skills and traits required for all sales positions – and are the current role-plays and exercises effective in…
Build A Sales Force Of Industry Experts To Become Trusted Partners To Your Customers
Question: Has your Sales Organisation provided information and training to equip sales executives to deliver insights from your industry that your customers find valuable – and are your current sales…
Hire The Best People For The Right Roles To Maximise Sales Success
Question: Has your Sales Organisation formally documented ‘role profiles’ that identify capabilities and competencies for all positions in your Sales Organisation – and does your current hiring process consistently match…
How To Model Your Entire Sales Force On Your Top Performers
Question: Has your Sales Organisation formally established benchmarks for the professional traits needed for success in competitive selling based on your Sales Organisation’s top performers to inform future hiring –…
