How to Measure and Reward a Sales Manager

I carry out a lot of coaching with sales managers of various sectors to help them achieve the aims of their role. Many are relieved to realise that their role involves achieving their sales targets through their sales team and not doing the sales themselves. Essentially their role is to recruit, train, coach, motivate, stimulate and ultimately move their sales people onto their next role. The difficulty comes when you try and create a set of KPIs and rewards to measure and motivate, so here’s ten areas where you can…

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Everyone Else is Doing It

Have you heard of the story of a Labour Peer in the House of Lords who has just agreed to repay £41,000 in expenses to the taxman? He claimed over £260,000 for a non-existent flat in London over a period of 7 years at the same time as claiming £41,000 in travel expenses to his home in Brighton from the capital. There are many others and it proves that people will justify anything to themselves if they believe that “everyone else is doing it”. That’s dangerous and the message is…

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Success breeds Success

We all know that a little bit of success breeds more success and ultimately the goal. My gym in Gloucester suits me. It’s not a glamourous place full of beautiful people. It’s full of people like me, the demographics work for them and it’s a thriving place. Men in their 40’s and 50’s, hard working and not willing to pay a huge fortune for our daily workout. Whether by chance or plan, the wash area was spruced up this week and new mirrors put in. I saw myself in the…

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