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(Southern Counties) | pglynn@sandler.com
 

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Management & Leadership

Do you really want an Excellent Organisation, or will "Average" do?

Hiring is a minefield. All organisations confront the challenges. It's hard to get right. But why? And, more importantly, how can we make sure we do make the right hire?

We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

This week, I had a very interesting conversation with a friend of mine, Mr T, who runs a local business. He was complaining about his sales team –

I happened to catch part of a financial programme on the radio over the weekend, where the debate was around the forthcoming departure of a star fund manager –

Sounds like a bit of a daft question perhaps, but sometimes we forget, or perhaps we think more is coming from one source than it really is, and this distorts our view on life.

Humility is not a quality that generally gets much airtime in business circles, particularly in sales. We grow up, work and play in competitive environments so we often feel the need to highlight our achievements and indulge in a bit of self-promotion.

The best never rest - here are six ways to continually build your business.

A major responsibility when you manage your salespeople is to help your team increase their capacity to perform and improve their performance. When you hold them accountable and provide coaching in your sales meetings, how does that work? And what training have you had to accomplish those important tasks?

Have you ever wondered how come there are so many terrible salespeople calling on you? Surely their bosses know they are so awful? How would they let their good name be tarnished by commission-hungry, pushy salespeople who cannot seem to bring in enough business?

Many seasoned sales managers today are facing a common challenge: how to lead, motivate, and inspire young Millennials on their sales teams. This generation, which will make up about 35-45% of the of the U.K. workforce in 2014 and 75 percent of the workforce in 2030, has already garnered a reputation for being difficult to manage by traditional standards.

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right?

I am a terrible “bah humbug!” when it comes to “trick or treat” but I do take a keen interest in Ghosts.