How an Air Traffic Controller Transitioned to Sales
September 25th, 2009 | Written by: Level FiveAfter 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 a competitive advantage when I accepted my first role in commercial sales. With a resume showing some tertiary qualifications and a description of the air traffic controller (ATC) roles fulfilled over the previous decade or so, I was fortunate enough to secure an initial role and I quickly settled into the daily rigours of life in sales. (more…)
Successful Selling During the GFC
September 10th, 2009 | Written by: Level FiveIn our recent work with sales organisations it has been interesting to observe multiple instances of similarly positioned organisations in the same industry sector with sales results trending very differently. Whilst sales are obviously trending downwards at the macro level, the quantum of the reduction has been markedly different for competitors in a number of the industry sectors concerned. (more…)
Sales Skills Challenges in the 2009 Real Estate Market
September 10th, 2009 | Written by: Level FiveThe real estate market of 2009 is presenting a variety of sales skill challenges to industry professionals and as we often see, some of the skills required are specific to the market segment the agent operates in. So, whilst generic real estate skill training and coaching efforts can and will help build capability, experience shows that customising and focusing sales performance efforts will produce significantly better performance improvement outcomes. (more…)
Top 25 Sales Mistakes
September 10th, 2009 | Written by: Level FiveOur history of working with Australia’s top sales teams has revealed a consistent set of common errors and mistakes that can be detrimental to sales success. (more…)
The Answer Resides Within
September 10th, 2009 | Written by: Level FiveSolving your biggest sales process, technique and dialogue challenges There’s no need to ‘boil the ocean’ searching for answers when the majority of the solution is right under your nose. 80% of what you need can be found by studying what your successful people are doing right now. (more…)