One of the big challenges businesses have is setting effective targets for their sales force. According to recent studies, around 50% of companies struggle with at least part of their target setting, failing to effectively reward the highest performers or choose the best methodology. It is critical to get sales targets right to keep top talent and capitalise on opportunities in the marketplace. ...More
Business leaders in my experience will always lament that there’s a lot of activity in their organisation, but their desired results not being achieved. The incremental revenue growth is just not happening. ...More
The art of negotiation depends on our ability to communicate effectively. The way we listen is important - Most people are not apt at listening to understand – they instead listen to answer. They are simply forming an answer in their mind while listening and waiting for the right time to interject and insert it. ...More
Starting a new venture is one of the most daunting journeys a person can embark on, especially when the realisation starts to dawn that you are your own sole provider. This is when anxiety steps in and wreaks havoc within your conscious and sometimes unconscious mind. ...More
Managers always ask, “How can I motivate my sales people?” Of course, what they are asking is “How can I get them to do their jobs?” And who can blame them, there is some much out there about how to motivate people, and specifically sales people, it seems easy to believe that there a single simple formula that fits all. ...More
There certainly is a lot of grey areas in life and relationships, but when it comes to trust, it’s more of a “black or white” scenario. ...More
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