Sep 2, 20163 minOpinion: Why ‘talent’ is an unhelpful way to talk about sales peopleAn article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community...
Jan 20, 20161 minSales people – born or made?Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest...
Dec 7, 20151 minHow can you stop delivery problems crushing sales motivation?In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...
Oct 16, 20151 minThe S-Word: Why we need to confront the sales stigmaPicture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...
Sep 28, 20151 minInflated sales forecasts? It’s all in the mindSAP recently published the results of their survey of the top challenges facing teams selling cloud-based services. Straight in at number...
May 25, 20151 minWhy being ignored in sales is worse than being rejected: what the latest science tells us.“Build a better mousetrap and the world will beat a path to your door,” runs an expression attributed to nineteenth century American...