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Tag: sales manager

How do you support your sales team?

August 19, 2017
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| Categories: Sales Coaching

I’ve always suspected it but this week I saw conclusive evidence. Premiership football teams are carried home by the crowd in the last ten minutes. Home teams obviously benefit from this phenomenon, which is why they normally win. I’ve been to Old Trafford, home of Manchester United with a capacity of almost 80,000 fans. The noise is a crescendo of support, the home team can never fail to be lifted by the backing. So how do you support your sales team in the last 10 minutes of their game? If…

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Perils of the Player/Manager

April 1, 2017
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| Categories: Sales Coaching

I’m a great fan of Manchester United and eagerly followed the prospect of a new manager after Sir Alex Ferguson retired. Ryan Giggs was heralded as the saviour but he quickly realised that managing a team and playing for the team are widely different jobs. Completely unconnected. Manchester United is a big club so can afford a separate manager and players which is why José Mourinho is now the manager, and doing rather well. But smaller clubs struggle to afford both so employ a Player/Manager. In the same way, small…

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