salespodder

I always maintain to newbie sales people that avoiding getting distracted by other reps performance is vital. They must remember in most sales teams different financial targets have evolved, often dependent on experience, markets and products, so someone pulling in a $10m deal cannot be compared to a starter dealing

Having managed to sell beyond the shores of my birthplace, I’ve long held the belief that if you can sell in Blighty, you can make it anywhere.  The reason for this, is that the people left behind on our tiny islands tend to be, unlike the winners that colonised

Do you sell something that can be broken down into a small amount?  The classic is leasing or rental type sales.  Something where you can say it only costs x per minute.  The photocopier crowd have been doing it for years; “you gotta go for this, as it’s only

I met a total tosspot yesterday.  Full of self-importance, a total absence of rapport establishment capability, and a complete disregard for what really makes a difference to his sales guys.  We shall refer to him as “Gav”.  And I reckon if I was one of the dozen or so guys

We were nattering away in the office, before I remembered to crack the whip and ensure the Greek galleon continued on it’s smooth course, about forgetting to do one vital thing on a sales campaign, and as a result going from hero to zero, with sales figures falling. It