We took time out to talk about why our clients keep coming back to us …

The following is quite a long post, and I ask that you stick with it as I feel there are some valid points here and I’m eager to solicit your views.  

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I met with a client this week who are looking for ways in which to improve sales effectiveness.  One of the areas which came up in discussion was ‘how to motivate the sales team’. I always wonder about this one – it’s not the first time I’ve been asked about it and I’m sure it won’t be the last. The thing is I’m not an organisational psychologist so it’s not really my bag. There are other professionals who specialise in this area that are eminently more qualified to help.

However, I do have a view on this and it is based on one thing that I do know about – and that’s salespeople. To my mind great salespeople don’t need to be given motivation. In my experience they are very highly self-motivated and have much higher standards for themselves than you could ever hope of them. Continue Reading

I hardly ever get any sales calls at work. It’s different at home – we get plenty of annoying, completely untargeted and totally unprofessional calls selling kitchens, double glazing, solar panels, etc. However for the purpose of this article I’m talking about B2B sales calls at work. Continue Reading

As an HR Director one of your responsibilities is in ensuring that your organisation hires the very best talent – and for the most part I’m sure that your team does this very well. However if there is one area where your recruitment strategy is perhaps not so effective, the chances are  it will be with Sales roles where you just don’t seem to be able to achieve the same results, despite the fact that you duplicate the process you use for filling other key positions.  The reason is, Sales is different – it requires a different process, different mindset and different tools. Continue Reading