Enablement & Operations

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

Many businesses, large and small, still find it very difficult to recruit effective sales people. Whether you go direct to market or use a recruiter, you hold the key and need to own the sales recruitment process.

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.

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.

If you’re a sales manager or CEO, send this to the entire sales team and put them on notice - stop screwing around with your success; be the professional you’re paid to be.

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

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.

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.

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?