Enablement & Operations

The primary reason that salespeople fail is because they aren’t really salespeople. Here are five telltale signs that indicate that a person is really an order-taker and not a salesperson.

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.

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Success is a partnership and all the elements need to be in place for a team to be effective. Synergy is amazingly powerful stuff when everything comes together.

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.

A sales conference can’t change everything overnight but it can ignite opportunity, purpose and agency. It’s about engaging the very people who attend and making them the active participants and leaders of change.

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.

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?

The Holy Grail of sales enablement is the seamless integration of the right methodology, efficient sales process, all enabled by Social Selling and CRM technology.

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

Running sales meetings is a core activity of every sales manager. Yet, based on these results, I say the vast majority of sales managers should immediately stop running them. Not only are they not adding value to their team, but they are also actively DEMOTIVATING them.