How an Air Traffic Controller Transitioned to Sales

After 12 years as an air traffic controller, I was looking at alternative fields for professional stimulation and excitement. Fortunately for me, the pressure and discipline required to be successful as a controller were attributes that were, unknown to me at the time, particular qualities that would provide me with

Training That Really Works

Clients and prospective clients sometimes see us as “naysayers” when it comes to discussions around sales training. Well, we have to admit that we are not really raving fans about how most companies and many of our competitors approach sales training. So let’s just take a quick look at how

Why Managing Sales Activity Is Easy!

Sales activity management is easy when your sales culture simply demands it. I am often asked by sales people and Sales Managers alike what my view is on activity management. The question is asked by Sales Managers in the context of it being a constant battle to ensure that their

The Value of Short Term Sales Incentives

One of the things we see all too often, particularly in telephone and door to door selling environments, is poorly designed sales incentive programs. One of the things we see all too often, particularly in telephone and door to door selling environments, is poorly designed sales incentive programs. In sales

Why selling based on relationships alone no longer works

Procurement processes have progressively developed over the past decade and major account reviews and tender processes have been locked into rigorous processes that de-link and neutralise the value of established buyer-seller relationships. Despite the significant volume of solid research completed and the supporting articles published in magazines and journals including