I have observed a number of teams in recent weeks in relation to their performance and their culture, and irrespective of the industry they are in, there is a common…

In many organisations, high performing sales people are often gifted with sales leadership responsibility based on their level of performance and level of potential – they sit in the ‘top…

One of the key responsibilities of a sales leader is to encourage their team to get back on track when performance starts to dip. Unfortunately many sales leaders simply look…

One of the key differentiators in modern day selling is authenticity. We know that people buy from people they know, they like and they trust. We also know that the…

I absolutely love the leadership philosophies of John Wooden – the most successful college basketball coach in history. Not only did he create and maintain a super successful and engaged…

Despite sales people possessing incredible talent and reporting to a Sales Leader who believes in them, it is staggering to observe the number of sales people who lack confidence. A…

It is fascinating the number of sales leaders who find it very difficult to delegate. Many of them feel they can get things done quicker if they do it themselves,…

Sales is a fascinating study in human behaviour and psychology and can often be 100% predictable. So many sales leaders and their teams get caught up in how good they…

When it comes to negotiating, many sales teams and their leaders are hell bent on jumping into the detail up front, often based on either inferred pressure or direct pressure…