Blog Archives

The Fundamentals of being a Top Performing Sales Person

Over the last couple of months I have been given the task of developing a team of high performing sales people in a market where the services we are selling is quite saturated, a lot of our target market has been burnt before by promising magic cowboys (they seem to just disappear after promising you the world) and having little to no brand/presence to rely on and yes I was aware of these factors before I took on the task.  “What are you crazy?” I hear you saying. But this was an opportunity to really test my ability and put what I’ve learnt over the years around sales performance to the test and oh-boy has it been put to the test. I have learnt more in the last 3 months about sales performance/sales management then in the last 3 years! Let me tell you why. Read the rest of this entry


A little Acknowledgement goes a long, long way…

“Keep up the good work”, “Well done in that meeting”, “Thank You.” They’re nice words, aren’t they? Even just going back and reading them again makes me feel better. But how often do we hear them? Or more importantly, how often do we say them?? It costs us nothing to say these words. Maybe a little bit of pride, but that’s it. You don’t have to reach into your wallet, hold an event or write it down (although sending a sincere hand written ‘thank you’ card or email can be hugely powerful). All it takes is for you to open your mouth, assemble a few words together and PRESTO! Read the rest of this entry

“Suit for you Boss?” Sales lessons learnt in Bali

I’ve just returned from a couple of weeks in Bali, and although I am an avid surfer and have done a fair bit of traveling to other parts of the world, this was my first time to the island of perfect surf, nasi goreng and fake Ray Bans. Now I’m always one for a good bargaining challenge and often enjoy testing out different sales people’s approach and skill level, however I soon came to realise that bargaining in Bali is at an entire different level than that of Australia. Read the rest of this entry

How to get your Sales Team Motivated & Crushing Targets

“How many calls have you made?”, “How many meetings have you had this week?”, “What’s happening with X & Y accounts?”. Sound like familiar questions? Whether you’re the one asking them or the one receiving them, these questions are generally the most common questions you’ll hear in sales meetings. Yes the answers to these questions are important, but there are other ways in attaining this information and they certainly don’t arouse excitement and inspiration in your team to run back to their desks and pick up the phone. Read the rest of this entry

EoFY Sales (Reflection) Time

Aaahhh it’s that time again.  Little bits of paper flying everywhere, buttons on the calculator are getting smashed and scrunched up faces at every desk that show they’re blatantly thinking, ‘That can’t be right??”. Yes it’s End of Financial Year time, a time when most of us are consumed with the question “What else can I claim?” However this time of the year also brings around a questions that isn’t as popular as the first, but just as important, which is “Did we hit our sales target for the year?” Read the rest of this entry