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A salesperson can have an excellent product, a polished presentation and years of experience, but if they spend most of the sales conversation talking, they may be missing the most important information they need to win the business. Great sales conversations depend on quality questioning. Not questions for the sake of asking questions. Not a […]
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A sales target is a score. It is not a management strategy I see this far too often: the dashboard looks healthy, the team is close to target and the Sales Manager assumes everything is under control. Then the quarter turns, the pipeline dries up, a key salesperson leaves or one major account disappears, and […]
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Why strategic planning, systems and leverage are often more effective than simply increasing workload For years, the business had operated on the same philosophy. If we want better results, we just need to work harder. Need more sales? Make more calls. Behind on administration? Stay back later. Too many customer enquiries? Work through them on […]
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