“The world is changing fast, and so as customer needs. The old methods are obsolete. Therefore, we can no more sell as we used to do. That is why we developed a new way of selling…companies that used our method increased their sales by x%…” Does that look familiar? Yes, most of the companies offering […]

It fascinates me how modern business organizations (and training) separate selling from buying. If you are, like me, fad up with salespeople trying to sell you stuff that you don’t necessarily need, I have something that can help you to be aware of those manipulators.  When we buy, let’s say, a pair of shoes, we […]

That one is a long-lasting debate. Coming from the field myself, I have been working with salespeople for more than fifteen years. Each time we needed to make a change (push a new product, expand to a new territory, find a new channel partner, etc.), we talked about how much we should link the commission […]

Straight to the point…I don’t like the tone of some (many indeed) posts on LinkedIn. It is the tone that tells you what to do and what not to do. The tone keeps giving you advice, quotes or books to read, or training or seminar videos to watch. And salespeople are a large target group […]

Selectivity has been the foundational element of trade since the very beginning. And in today’s current terms, it is the core of commercial effectiveness. Being selective about the geography where you want to sell, market segments, type of customers, offering, pricing… Yet, it is not that easy to implement. Because selectivity is the product of deep thinking, analysis, and reflection…and sometimes intuition and feeling, it requires a certain level of clarity. On the other hand, without being selective, getting lost in a commercial activity is very easy. So, how to become more selective?..

Now it is time to have a look at how to coach. Remember, you cannot coach your team members by telling them what to do. Your job is to help them to find what to do in their way and successfully execute...

…How can you be a coach sales manager? First, it is critical to understand your role, which is “maximizing the team’s ability to perform”. Secondly, there are some prerequisites. You need to…

First, let me share one thing about coaching. I can say that 90% of people around me who talk about coaching do not know what professional coaching is. With all their good intentions, they mix coaching with advising, mentoring, counseling, leading, guiding, etc. … It requires time and effort. It might be a painful process for the manager when working under pressure to deliver results on time.

Sales performance curve gives us a clear idea of different sales mindsets…