Category Archives: Sales Management

The Sales Challenge – Asking Great Questions

The Sales Challenge – Asking Great Questions

I believe focus is the greatest challenge for media salespeople today, and it’s the greatest single solution to their many challenges. Continue Reading

The Sales Manager’s 9 Point Self Test

The Sales Manager’s 9 Point Self Test

Effective sales management doesn’t really have a lot to do with “management” but a great deal to do with leadership! As former head of GE and author Jack Welsh said: “When you become a leader, success is all about growing others” Here’s a list of what a sales manager is and what an effective salesContinue Reading

Nothing Improves the Good Old Days More Than a Bad Memory

Nothing Improves the Good Old Days More Than a Bad Memory

It was the 1980s and I was only a few weeks into my new job as a radio station manager. The business was losing money, we’d seen quite a few staff leave and we faced many months of change that would inevitably cause more upheavals. The salespeople, often the most optimistic of folk in myContinue Reading

How Do I Get My Sales People Thinking Like Me?

How Do I Get My Sales People Thinking Like Me?

As the year starts for 2014 I wanted to post a question one of my clients asked me late December. We were talking about ideas to motivate her team.

This is her question. How do I get my team to think like me, or to at least follow some of my behaviours?Continue Reading

The Three Hardest Words To Say

The Three Hardest Words To Say

I overheard a couple of office workers talking about their new boss the other day. One was stinging in her assessment of their leader. “She hasn’t a clue.” Her workmate was quick to agree. “She thinks she knows it all but she’s hopeless.” Ouch. I wondered what the new boss would have made of the earlyContinue Reading

My Sales People Drive Me Crazy

My Sales People Drive Me Crazy

“My sales people drive me crazy” Guess what? My wife drives me crazy too; my kids at time drive me to drink! We are all driven crazy by someone.Continue Reading

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