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How good are you with those difficult conversations?

How good are you with those difficult conversations? From time to time you feel the need to sit down with one of your team to have one of ‘those’ conversations. You know the type. The tough love conversation that may be a little uncomfortable but is absolutely the right thing to do! It’s one of […]

Setting yourself up for 2020!

Setting yourself up for 2020! It’s so easy to set yourself financial or KPI goals for the year ahead. These are necessary so that you have something to aim for but generally don’t enable significant changes in mindset and behaviour. If they did…every sales person on the planet would be inspired and motivated to achieve […]

Your Sales Leadership Review

Your Sales Leadership Review As we move towards the close of 2019, it’s a good time to reflect on your leadership and the impact that you’ve had on your team. This is a time to celebrate successes, own your unhelpful thoughts/behaviours and plan how you want to be going forward. It really helps to connect […]

How focused are you on the 80% guys?

How focused are you on the 80% guys? Over the many years of working with Sales Teams, I’ve noticed the following ratio at almost every company… – Roughly 10% of the team are top performers and are amazing regardless of the quality of leadership they receive because they rarely need it. They are going to […]

National Sales Conference 2019

National Sales Conference 2019 This week I went to the National Sales Conference. I love a gathering of like-minded souls where you can share and discuss all aspects of our wonderful profession. Even when someone has a totally different approach or way of thinking you can still relate and connect in a meaningful way. Is […]

Why your sales team are your high priority clients

Why your sales team are your high priority clients When I work with Sales Leaders, I always share that it’s important to treat your sales team the same way you treat your clients. One size doesn’t fit all…if you have 20 sales people in your team you will need 20 different approaches to nurture and […]

Are you exercising the right leadership muscles?

Are you exercising the right leadership muscles? This week I went back to the gym after a break of over 2 weeks. You’ve probably guessed that after my weight training session on Monday my muscles were a bit sore. I groaned every time I stood up from my desk or used the stairs…and laughed to […]

Are you really coaching?

Are you really coaching? Well are you? If I’m totally honest I think the standard of sales coaching by Sales Leaders is generally quite poor. That doesn’t mean there aren’t some amazing Sales Leaders out there using coaching to develop their teams and grow their sales…it’s just that they are quite rare in my experience. […]

Is your language affecting your leadership success?

Is your language affecting your leadership success? The language you use with others and to yourself has a massive impact on your results. If you keep saying things are challenging…guess what, it will be challenging! You’re instructing your mind to expect challenging…so that’s the experience it delivers. You don’t get what you want in life…you […]

What sales leadership activities are you avoiding?

What sales leadership activities are you avoiding? When I work with Sales Leaders the conversation ultimately turns to what they don’t get around to doing with their sales team. Most of the activities are really important and the Sales Leader knows that. Is it not enough time? Is it procrastination? Or is it simply avoidance? […]