Enablement & Operations

LinkedIn is home to over 55 million companies advertising more than 24 million job opportunities, and every minute, three people are hired on the platform.

For many years the legend of the Alpha Hyper Masculine ‘sales superstar’ has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the league ladder sales results, yet feared by many for their manipulative, ego centric and intimidating antics.

There are hundreds books on sales and business, all of which have some value, even if we don't recognise it right away. Here is a selection which are core to development and can alter sales results.

No matter who they speak with in your business – in their eyes they are all ‘the company’. Sales training for the entire business.

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid.

Engineers, technicians, mathematicians and scientists are better equipped for new business models, new markets and new sources of economic growth.

Hiring the right sales people is incredibly difficult. What defines the right sales person and how do you screen-out those who look good but can't deliver?

When salespeople are not producing results and what can be done to fix it.

Practice cannot be simply repetition or rehearsing with obvious errors. It needs to be deliberate, guided by a coach or mentor, corrected where necessary.

If you're having a problem with revenue, why does your sales floor sound like a funeral procession? Sales floors should be loud. No exceptions.