The Sales Manager’s Performance Cycle

Executive Summary In this 2,000 word White Paper, Paul explores the holy grail for all sales led organisations, big or small. That of managing the sales team to consistently enhance performance rather than chasing the numbers. Every sales led organisation has numbers. Objectives and targets. Senior sales directors are hired and fired on these so the pressure filters down to the front line sales managers to hit their targets too. Unfortunately, this pressure continues down the line to the front line sales people. The result? You probably hit the numbers…

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I was never recruited to sell

If I had a pound for every time this has been said to me in my career, I would truly be a millionaire.  So many people taken on as customer advisers, counter staff, call advisers, shop assistants have had their job description updated and told that they are now salespeople.  Accidental salespeople maybe. And their reaction is predictable.  Changing the goal posts with someone's job will create countless barriers and reservations. You can't blame them. They probably conjure up visions of slick, hasty untrustworthy salespeople and they don't want to…

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