From the outside, the sales cycle is often thought to follow a structured and linear pattern, which requires negotiation and persuasion with potential buyers using specific techniques! In reality, the selling process is much more complex than that. Where there are variances in the sales strategy, selling skills, or [...]
Employee training has become much more critical with the rise of digital transformation across departments and job roles in all industries. Having a continuous training and learning culture is a vital element that differentiates organisations and positively impacts employee retention and growth. With work practices that have recently become [...]
A common enemy every salesperson has is fear. When fear takes hold, what seems rational can become irrational, and what should be common sense does not seem to be as logical as you would expect. Fear can destroy confidence, create doubt, and snatch joy from life. Fear has many [...]
We are all salespeople–maybe not all the time, but more often than we care to realise. Having a sales spirit doesn't just mean working in the sales department. It means having a unique mindset in every moment of life. Sales is a fundamental life skill that can build confidence [...]
Without change, there can be no progress, development, or growth. Understanding that changes are necessary to support the development and attainment of any vision or goals is an important starting point. However, change can, and does, have a psychologically negative impact on many individuals because as human beings [...]
With International Women’s Day just around the corner, it is a timely reminder for sales teams to consider how they are prioritising diversity. To understand the importance of having diverse networks, we first need to acknowledge and understand our own limitations. Whether we choose to accept it or [...]
40% of sales managers quit within the first 18 months, according to Steve Rosen, author of ‘Star Results’. That’s a jaw-dropping statistic on many levels. This retention rate can completely disrupt a sales team. For this reason, many sales teams never gain the momentum needed to reach scalable [...]
Have you ever felt that your team members are not committed to your latest sales initiative? Maybe you sense their lack of trust or confidence in you. You’re not alone. While rarely discussed openly, these are common insecurities for many sales managers and team leaders. Business and the [...]
How many people managers within sales teams have been trained to have those redundancy conversations? The latest figures from the Office for National Statistics (ONS)* make for grim reading with UK unemployment levels at a three-year high of 5% (for the period from November 2020 to January 2021). Companies [...]
Leigh Dingwell is sales director for an international company. Responsible for a sales team of hundreds and triple-figure budget, she shares her experiences overcoming the loss of the daily commute, in the first of our ‘View From the Front’ series. Gone is the commute to and from work. [...]
