Tag Archives: Sales Management

Making Sales Meetings More Effective – Part 1

Making Sales Meetings More Effective – Part 1

Why is it that so many sales managers feel it’s vitally important to have a one hour sales meeting, in the office first thing on Monday morning? One sales manager told me it’s a way to ensure everyone is at work, while another said “it’s a great way to address team performance issues”. But the worst response of all – “because the meeting has always been held on Monday”!!Continue Reading

The Importance of Building a Buying Habit

The Importance of Building a Buying Habit

Whether we’re buying a can of baked beans or an annual advertising campaign, our buying habits are pretty much the same. Having considered our options and reached a decision to purchase in the past, we tend to stick to that choice when it’s time to re-order. We reach for the same brand of baked beans

Getting to Know You

Getting to Know You

Billy was an excellent sales manager. He was driven, he worked hard and he always got results. That’s why I had hired him at two different companies and why I’d be happy to hire him again. But one year, our company introduced a formal performance appraisal system that required him to gather 360-degree feedback –

Beggars Can’t Be Choosers

Beggars Can’t Be Choosers

Mike Brunel has recently spent weeks in India training sales managers on how to fine tune their operations. Here’s a series of blogs from his time away. A term I heard while sitting with a friend in India was “they choose you, the tourist, and it is a constant battle of wills and persistence”. I

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