It's so important that your sales people feel valued by you as their leader and more widely by the organisation.

As a Sales Leader it's vital to care about each of your sales people as individuals and is principle No.1 of my 7 Principles that underpin a high performing sales team.

In my experience there are 7 principles that underpin a successful high performing sales team. They are often missing when I start to work with an underperforming sales team and my mission is ensure they are firmly in place by the end of my training programmes. I'm going to give you an overview of each one today then dive deeper into each one in later blogs.

The Three P's of Selling

Passion, Pride, and Perseverance

Before we even hit the road as sales professionals, we have to check our "equipment." That's our attitude toward selling. I call it "The Three P's of Selling": passion, pride, and perseverance.

Refuse to Lose

What It Takes to Get Back in the Fast Lane in Sales

Martin Limbeck describes how sales professionals can get back in the fast lane--even in tough times with budget cuts, well informed clients, and comparable products. He shows that the ability to sell is within all of us. What it takes to be successful is the right attitude and tenacity.

Sales training does not work alone. Teaching sales professionals what to do is not enough. They must become the person who does those things also.

Most people do not understand how and why they get motivated and therefore their motivation levels tend to ebb and flow like the daily tides. Few people have total control of their own motivation levels.

Last, week, I wrote about the three main avenues to permanent change, discussing the impact of peers as an example. [...]

There are three primary avenues to create lasting change in your life. There's the ol' tried and true method of it occurring from a moment of Crises (which is common, and never any fun), there is change that occurs from the presence (read: Influence) and pressure (read: Influence) that comes from one's peers and then there is change that comes from conditioning. Conditioning meaning by making [...]

Chris's Notebook: [...]