The RC factor (resistance to change) is one of the main reasons organisations and individuals fail to get ahead or improve what they do in business. It is too easy to accept the status quo rather than get out of the comfort zone and take the steps needed to reach new goals, targets in sales [...]
Quite often as a result of a missed sale or having some other sales activity not working out the result can be one of not only disappointment but the feeling that you are not personally progressing in the profession of selling. It is common to become frustrated and this is felt by those around you [...]
The Near Step – The Far Vision I read recently a story from the United States where an American Indian was demonstrating his craft of tracking to a group of tourists. Amazed by the skills and patience shown one of the tourist asked what was the secret to being successful in tracking his quarry? The [...]
With a new start to the financial year in Australia companies and organisations are implementing their new budgets and are looking to the next twelve months of business. Along with a financial review in all aspects of the business in the end it will come down to what level of sales will be needed to [...]
Coaching in the area of sales has evolved, as it has generally in the business world, in providing salespeople an additional form of learning in business and personal development and to enhance their performance not only in their sales but their overall work life balance. In helping to set goals coaching is a method of [...]
One of the very best ways to improve your selling skills and those of your sales team is to engage a coach or mentor. In just the same way as the very best sports people have their own (or a team) coach, so too should sales professionals. After all, if Tiger Woods – undeniably the [...]
Nothing teaches like experience and learning for others. Like all professions the ability to progress and improve in all you do is to approach sales training as an on going activity that will ensure you future. The recognition and understanding of the things to be learnt will only come from continually reviewing what you do [...]
