What is coaching and why is it important to sales?
The sales manager’s real role is as a coach. Here we discuss the value of coaching in sales teams.
For Sales Leaders
The Power and Psychology of Goal Setting – Part 3
This is the third of three parts about the psychology of setting goals as a salesperson.
The Power and Psychology of Goal Setting – Part 1
This is the first of three parts about the psychology of setting goals as a salesperson.
How to fail as a new Key Account Manager by ignoring your colleagues
To be successful in key account management a sizeable slice of your effort needs to be focused internally towards your colleagues, rather than to the client.
Is your team losing sales because you are focusing on the wrong thing?
In this episode of The Sales Chat Show, we suggest that salespeople could be losing out because they are too busy focusing on things that don’t matter.
What can the worlds top football manager teach you about leading a sales team?
Should you operate your sales team like a football team? What do the top football managers do that make their teams work? You can do the same as them – but not all of them…!
Are You Leading Change Successfully?
Change is inevitable in the world of sales. Are you ready for change and, as a sales leader, are you ensuring that your team is ready to accept and use change?
Sales Leaders – Are You Measuring Efficiency or Effectiveness?
All too often sales leaders measure sales efficiency when they need to focus on effectiveness. In this episode of The Sales Chat Show, we have a lively debate about the two terms.
Why You Must Split Your Forecast and Pipeline Reviews
There is a difference between a sales pipeline and a sales forecast. Are you using that difference to your advantage? In this episode of The Sales Chat Show, we discuss how the two streams of income can work for you.
With 2 Months To Go To Year End What Should You Be Doing?
What should a good salesperson do as you approach the end of the year? In this episode of the Sales Chat Show, we debate the steps that should be taken to close off the year.