(2 minutes read) There are two types of management styles for sustainable selling: Management by objectives and management by values.  And it is the second one, which brings companies mid-and long-term success and resilience. (To read more about sustainable sales management, please click here) However, it is not that easy to set a bonus system […]

(4 minutes read) Last week we talked about sustainable selling practices through a concrete sales experience. Today, we are going one step further… and we are going to look into sustainable selling from the manager’s point of view. The management and drive of sustainable selling start with a change in the mindset. The traditional sales mindset considers […]

(5 minutes read) John wants to buy himself a suit and he goes to the Hugo Boss store to buy one. The salesperson offers assistance and he proposes two models. John tries the first one and the fit of the suit is not comfortable enough. Then he tries the second one, which is better, but […]

(2 minutes read) In the last blog (mindfulness in sales) we mentioned how mindfulness could be useful in sales, although it seems to be a woo-woo thing for most of the people in the sales world. That said, it is also important to understand how you can practice it and what it means for a […]

(2 minutes read) According to Wikipedia Mindfulness is: “… the practice of purposely bringing one’s attention in the present moment without judgment, a skill one develops through meditation or other training” (https://en.wikipedia.org/wiki/Mindfulness) So, how to do it in sales and more importantly why to do it? The answer to why is simple, for performance. How […]

(4 minutes read) One of the best ways to test a salesperson’s attitude, is to ask questions about the competition. Most of the salespeople feel uncomfortable when it comes to talk about the competitors.    For salespeople, it is like a litmus test.  In real life, competitors reveal our weaknesses.  Therefore, whenever the topic pops […]

(3 minutes read) We mostly consider learning as a structural and methodological process. It begins with our first experience at school and continues lifelong; from piano courses to football practices… When we start working, we have institutional academies, master’s programs, or certificate programs. They are an important part of our learning experience. They are designed […]

(3 minutes read) Last week, we focused on different behavior patterns of leaders when they fail to deploy their strategy.  Although the list is not exhaustive, I think it covers most of the cases.  This week we are going through the leadership traps. According to Dost Can Deniz (https://marefidelis.com/), there are five mistakes that a […]

(3 minutes read) How many times have you heard a leader in business or sports, complaining that the team failed to implement the strategy as it was initially planned? Or saying that the team did not fully understand the strategy…or even worse; they understood but sabotaged it. Once I worked with a leader who was […]