If you were certain you could boost your Sales performance by 12%-75% at net, zero cost, would you? “Of course!” I hear you cry, but would you? Would you, really? What if you could get even higher performance from sales? Freeing up time, freeing up resources, and creating a steady…

Fail To Plan: Plan To Fail Failure to plan, practice, rehearse, capture lessons and debrief is an act of gross misconduct on their part of the salesperson and the part of their manager. It should result in a minimum of a written warning and repetition should result in dismissal. Harsh words? Not at all. Consider the…

Sales: A Force For Good recently ran a round table event to explore “Why Sales Training Doesn’t Work and How To Fix It” We reached interesting and surprising conclusions. We expect a backlash from vested interests and those attached to their old ways. And we welcome negative criticism, alternative and…

“Our focus in on revenue growth” “Profit?” “We don’t really care about profit at this stage” “Because?” “If we can hit £8.5m in 3 years the company will be valued at over £120m and our investors can exit for the number they want” “I see. May I ask a couple…

Salespeople everywhere, what is more important to you? Your customer? or Your commission?

Sales is the powerhouse of our economy. And selling can be a noble profession. Sadly what passes for average in sales is shockingly bad. So bad in fact, that a Gartner study in 2020 said that 33% of B2B buyers want a 100% seller free buying experience. …

This article is for ambitious salespeople who have an inkling that their sales manager is not fit for purpose because they aren’t helping you evolve or meet your full potential. And for owners/revenue leaders who realise that their sales manager is probably the biggest obstacle to growth. Sales Managers have…

Too few uncomfortable questions are being asked by sales leaders about their beliefs, their methods and the culture they are creating. That ends here! …

Does your marketing drive so much business that you quickly run out of stock? Does your pipeline building activity create so much quality and momentum that your salespeople are begging you to turn down the taps? …