Having worked with clients in the Oil and Gas sector over the past 20 years I know the current ‘cycle’ is different to those we’ve experienced previously.  Businesses working across the supply chain are under considerable pressure and indeed many have had to implement cost cutting measures to ensure business continuity.  Even if your business is not directly servicing the oil and gas market, it’s possible you are still subject to the effects of the current market conditions.

With these conditions in mind, conversations with our clients and broader network over the past few months have centered around the need to compete more effectively to win business and grow market share.  This has highlighted that there is little doubt we are now in a new reality where anything but sales excellence simply is not going to cut it.  This typically raises a few questions: Continue Reading

In my blog posts and articles I talk frequently about the disconnect between what businesses want to hire to drive sales growth – the ‘A’ players (the top 10 – 15% of sales professionals within their market / compensation level) and what they all too often hire – the ‘B’ and ‘C’ players.

It’s true that the ‘A’ players tend to be highly successful wherever they go, and also that they don’t tend to move jobs very often. However, rarely does someone have a perfect career track record in sales – even the very best. Continue Reading