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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GROW doesn’t always work

GROW doesn’t always work from Paul Archer on Vimeo. Paul is amazed by how many companies employ the GROW model for every kind of coaching interventions but it clearly doesn’t work in the vast majority. Paul explains why.

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The Italian Job and Hindsight

One of my favourite of all films is the Italian Job starring Michael Caine and the 1960's Mini Cooper. Last week I was watching it for the 32nd time, this time on glorious HD and relishing the final scene when the gold was about to slip away for ever over the cliff as the coach dangled precariously over the edge. Later that night I logged onto a Michael Caine Italian Job internet forum where the discussion heading was "What would you do now, to rescue the gold?" People were putting…

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