The Cost Of Bad Sales Leadership
There is an X Factor among sales teams that is over looked. It is that of leadership in the form of the sales manager. A sales manager who is a leader can transform ordinary sales people into champions; a bad one will hold everybody back. Just this week we saw a great example of this. A […]
When Sales Managers Become Micro-Managers
Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement. Similarly, the maturity of a sales organization […]
Sales Sabotage: When Politics and Internal Divisions Retard Sales
Is There An Enemy Within? You have often heard the saying; ‘a house divided among itself will fall’. The same is true of the sales organization. However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. There are many organizations that are to some extent dysfunctional when it comes […]
Stress Release for Sales People
A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an investment, first made a statement of the obvious – ‘these are stressful times for anybody in sales’ and then a statement of wisdom ‘you have to have an outlet, or a strategy for dealing with that stress’. Fitness for Success […]
How To Open-Source & Crowd-Source Your Selling!
In these challenging times traditional job descriptions and role demarcations are redundant. No more is this evident than in respect to the need for ‘all hands on deck’ in terms of sales & business development. We call this trend the ‘Open-sourcing of sales’. Sales Requires New Collaboration Organizations can no longer afford to leave selling […]
Sellers: Say ‘Yes To The Mess’
How do you cope when faced with complexity and constant change in respect of winning the deal? Well, a new book has been published that recommends you do what the world’s best leaders and teams do – adapt and improvise! Why Buying Can Be Messy We all know that buying can be messy. Buyers don’t always […]
Get Yourself A New Friend – An Accountant!
Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that poses a challenge for many salespeople. Could you sit down with an accountant (or accountant-type) for 30 mins and absolutely convince him, or her about the merits of your solution? That is a key measure of the type of skill required to sell […]
Improve Sales Performance By Treating Your Customers Like Buyers!
Why thinking of your customers as buyers could win you a lot more business…
Your Sales Team Should Resemble The United Nations
“It was like The United Nations”, observed the sales director in describing the makeup of the sales team that had just arrived from his company’s consortium partner. Planning for preparing the multimillion-dollar bid was in full swing now that the team from the lead contractor in the consortium (a Fortune 1000 company) had arrived in its subsidiary partner’s boardroom…
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
