Sales Management and Talent Insights

Job satisfaction often hinges on the quality of the relationships we have with our bosses. Yet in today’s rapidly evolving, 24/7 workplaces, it’s not always clear what managers should do…

The challenge is compounded by the fact that there is no easily identified resource pool for sales positions. According to Howard Stevens in Achieve Sales Excellence, more than 50% of…

The common notion is that anyone who is outgoing, warm, and friendly would make a good competitive salesperson. We hear this all the time: “if you’re really good with people,…

A little anxiety may be just what you need to perform at your peak. It’s a notion first suggested by Harvard psychologists Robert Yerkes and John Dodson in 1908. They found…

In a recent strategy meeting we attended with the leaders of a Fortune-500 company, the word ‘culture’ came up 27 times in 90 minutes. Business leaders believe a strong organisational…

Some of the long-held ideas about how to conduct interviews are no longer accurate. For example, there’s no such thing as a surprise interview question anymore. With the multitude of…

Sales executives typically have two levers to try to increase sales: They can increase the quantity of sales effort by adding sales people, or they can improve the quality of…

Three’s a crowd, the saying goes. But not so in the business world, it turns out, where it’s been found that the most valuable relationships are made of three people,…

The sales team is the lifeblood of your business. No matter how great your product is you won’t achieve sales targets without a well-seasoned and killer sales team. As your…

What separates high-performing sales organisations from average and under-performing sales organisations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were…