Enablement & Operations

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.

Sales management is the weak link in the revenue chain. Sales meetings often reveal short-term or lazy mindsets and sadly waste the time of most of the participants.

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.

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

How do you want to reach your sales goals next year? How do you need to adapt your 2019 plan for 2020?

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.

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.

For years now we've all been told what best-practice in the 'selection' piece of recruitment looks like. The Game has changed and it is time to stop recruiting with your fingers crossed.

Selling is going to continue to evolve—maybe more than other areas of business. If you are not actively working on getting better, you are getting worse. Don’t let the limits of your perception be the limits of your results.

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