Do you feel like your business results are slipping? Well the first step is probably to eliminate the "feeling" element from the equation. Preparing and reviewing financial statements as well as key performance indicators on a regular basis will give you the information required to determine … [Read more...]
In strategy sessions conducted with clients I often ask: “What’s the number one thing that will increase sales?” While I get a number of diverse answers (or worse, blank stares!), in my opinion the number one thing that must come before all others is that you have to believe you can increase sales. … [Read more...]
Last post I introduced you to the five profiles of sales reps from the research of Mathew Dixon and Brent Adamson. To recap, let's take a look at them again. 1. The Hard Worker Always willing to go the extra mile, self motivated and interested in feedback and development. 2. The Relationship … [Read more...]
What type of Sales Reps are you employing in your organisation? What type of rep would best suit your business? I've been reading an interesting book lately called The Challenger Sale by Matthew Dixon and Brent Adamson. They have done some great research into the types and effectiveness of sales … [Read more...]
