I was just trying to be helpful. The background One of my earlier field sales roles was in Sydney with a national business that distributed a wide range of (sometimes quite technical) industrial products and consumables. We had regular customers and quite strong relationships with most of them. Occasionally I was accompanied by a Sales […]
Performance management
How to create a more engaged team
Do you know that in Australia research has shown that only 24% of employees are engaged at work. Now what does that mean? Well it means that three quarters of your team may not be engaged. And if they’re not engaged, you might find that performance suffers, their motivation suffers, and overall the business just […]
Time management blues? Try this instead
I’ve often been asked to provide time management training for managers or their teams. And you know the first thing I say when this comes up is that you can’t manage time. You Manage Choices, Not Time The motto I have to replace the idea of time management is that “You Manage Choices, Not Time”. […]
Recruiting a sales person? Do these 3 things first
Hiring a sales person can be one of the most challenging recruitment tasks for a business leader. After all, a good sales person will be skilled at presenting themselves well and (possibly) telling you what you want to hear. Quite rightly, they’re selling themselves to you. Are you rushing the hiring process? As a business […]
How to improve sales results using leading and lagging indicators
The terminology of “leading” and “lagging” indicators is most often used in the world of performance management or economic analysis. But what do they mean? Tips for using leading and lagging indicators to improve sales performance First, let’s define what we’re talking about. Leading indicator: A leading indicator is an indicator that changes before an […]