Organisations across the globe spend large sums of money on consultative sales training however it often fails to tackle one of the biggest challenges in successfully making the transition from product pushing to consultative selling....
Read MoreI must tell you about one of the most uplifting events in my entire working life.
Read MoreMost managers become managers because they were good at doing the job they are now managing others to do. As a manager therefore, it can be enormously tempting to use our experience and expertise to ‘fix’ situations and problems that our people may bring to us. Sometimes this is perfectly appropriate however, if this is too much of a habit, it can be the road to ruin. It creates a dependency and reliance on the manager that means they become overburdened and overworked and worst case, reduces the sense of ownership and responsibility of their direct reports to become more self-sufficient and deal with the issues themselves.
Read MoreI met someone recently who massively inspired me. Not someone in the public eye, not someone who had won something or who had done anything particularly momentous or noteworthy. Just an ordinary guy doing his job. Let me tell you why I warmed to him…
Read MoreThis time last year, we ran an event about developing elite level sales ability and, as part of the day, talked about the motivation behind achieving targets. Yes salespeople all have sales targets and yes on the whole, salespeople are typically the type of people who are highly motivated to achieve them. However, research shows that peak performance is closely allied to a strong personal connection to goals and targets and while sales targets are obviously a strong driver of action, they are set by the company and therefore the personal attachment is not as strong as it could be.
Read MoreIf I grew a new hair on my head every time I heard a salesperson or a sales organisation express the desire to be the ‘Trusted Adviser' of their customers, my head would look like Samson before Delilah got the shears out!
Read MoreOrganisations talk a lot about Employee Engagement. On the face of it, this promises much. Truly engaged employees contribute more, give better service, embrace change, are stronger advocates for brands and are more creative. As a result, many organisations are investing huge sums of time, effort and money into defining, understanding and improving the engagement of their people. So how do we ensure that this is not another false dawn and doesn’t join the list of popular initiatives that have failed to transform business in the way they were intended?
Read MoreAbout us / Sales / Customer Experience / Leadership / Blog / Contact / Privacy policy
