Challenge 4: Whatever you believe you can achieve, you will - and whatever you believe you can’t do, you won’t.
November 22, 2009, 2:55 PM
According to a study by Behavioral Sciences Research Press, the frightening fact is that “call reluctance” in sales can contribute to a significant proportion of lost sales revenues. The study found that 40% of established salespeople experienced periods of call ...

Challenge 3: “The less I see of what’s his name? - The more I forget him.”
November 21, 2009, 5:10 AM
In his book Fundamentals of Selling, Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson. Frequently there are two main pitfalls that even experienced salespeople can fall into in terms of activities.

Challenge 2: Some Salespeople Have Ten Years Selling Experience; Most Have One Year’s Experience Ten Times
November 19, 2009, 9:35 AM
Alas, many Sales Directors, having concluded that their best strategy is to cut back on training, look instead to hire people who already possess all the talent and skills needed to do the job and send them out into the ...

Challenge 1: It Is Difficult To Control External Events If You Do Not Have Control Internally.
November 17, 2009, 6:50 AM
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly ...

Are You Ready To Meet The FIVE Challenges?
November 15, 2009, 4:45 AM
Our commercial functions, particularly the sales team, represent our forward line, if they are not scoring regularly we cannot possibly achieve our overall commercial objectives – i.e. nothing happens until somebody sells something and all of that investment in costly ...

Traversing That Bridge Between Selling and Management
November 08, 2009, 6:55 AM
When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

The Sales Leader As A Catalyst
October 29, 2009, 7:00 AM
The Sales Leader’s role is one of catalyst – constantly helping their team to keep up with events, to change in the light of events and to succeed because it is always configured for success ...

Stakeholder Management
October 27, 2009, 8:45 AM
Stakeholder Management is an important discipline that successful Sales Leaders use to win support from others. It helps them ensure that their changes succeed where others fail. By engaging the right people in the right way in your proposed changes ...

What Makes An Effective Influencer?
October 22, 2009, 7:35 AM
Winning influencers share a common set of attitudes and behaviors that ensure consistent success. Studies have shown that they ....

The Importance Of Influencing
October 20, 2009, 2:35 AM
Pushing, bullying, bludgeoning or haranguing DO NOT WORK! Like elephants, people will remember the experience. Indeed, if you force someone to do something you want without taking their point of view into consideration, then the impression that person is left ...