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5 Important Sales Performance Metrics To Track

5 Important Sales Performance Metrics To Track

As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools, we can measure everything … and we do. Let’s be honest; it can be overwhelming. And when you’re overwhelmed, you can’t analyse the data,...
Oh Please Shut Up!!

Oh Please Shut Up!!

Let’s be honest….. Most sales people talk too much. Sometimes it’s caused by nerves, sometime it’s outright fear, other times it’s down to inexperience, or just the belief that if they stop talking the prospect will say “Not interested” and hang up. Often, when I...
I Made A Mistake – Now What?

I Made A Mistake – Now What?

Have you ever walked out of a sales call or ended a phone call, only to realise that you’ve forgotten to ask them something crucial about what comes next in the sales conversation? Worse still, have you left your prospect’s office or ended the call without even...
5 Low Cost Sales Motivation Tactics

5 Low Cost Sales Motivation Tactics

Sales managers often motivate their sales people with one off incentives and sales contests that award cash prizes. This is a tried and tested sales motivation strategy, and monetary rewards generally produce results. Well … sort of. The problem is that they...