Sales management is an art that requires thoughtful and effective communication between coaches and sales teams. Experienced sales coaches understand the importance of a clearly defined coaching plan for each individual team member, ...

Sales management is a multifaceted discipline that requires sales, management, HR and training experience to properly implement. It is a challenging role with no magic bullet solution. That being said, there are foundational elements ...

Sales Management Training: The mindset of a sales guru A career in sales can be the most satisfying profession, with every potential client interaction hinging on your ability to make a real connection. It is also a high-stakes and ...

Sales Management: Defining your Individual Sales Pact Discussions A Sales Pact Discussion is a valuable sales management tool that creates clarity on predefined expectations, agreed and desired business outcomes. It ensures that each ...

So, you’ve hand-picked your sales team and placed them. That is one big step towards building your dream sales team, but it’s only the start. Each team member might have a clear job description, but what they are expected to do is ...

There is a condition in sales that occurs in even the most skilled professionals; an underlying killer of consistency that creeps in when you least expect it. It starts off with a seemingly harmless voice that tells you, “It can wait ...

As a salesperson, you know that discovery meetings are crucial to the sales process. It’s where you establish rapport with your prospects, uncover their pain points, and present your solutions. Without a successful discovery meeting, ...

Anyone who has worked in sales knows that it is a highly demanding job that requires a lot of effort, skill, and motivation to succeed. However, regardless of one's competence, the efficiency of the sales team is ultimately determined ...

As salespeople, our ultimate goal is to not just acquire new customers, but to retain our existing ones. But despite our best efforts, there will always be a percentage of customers who leave. And while it may seem like a minor ...

Excuses, self-limiting beliefs and negative self-talk can put a huge damper on your sales performance. Negativity is contagious, it creeps into our everyday thinking through the smallest of exposures, and if we allow it, begins to ...

In sales management, there’s a hidden pitfall that can derail even the most promising deals: misunderstanding a prospect’s urgency to act due to your urgency to close. It’s a subtle but costly mistake, often leading to missed ...

On the 13th January, 3 people won the American Powerball lottery and shared a massive US 1.6 billion, the equivalent of R26.56 billion! In the lead up to this, I spoke with friends in America who were excited about the opportunity ...