Posted on Wednesday, 31st January 2018 by Julian
First up, please allow me to assure you that I haven’t lost the plot. Over the years, most of my clients have asked if I would help them attract and hire new salespeople into their businesses, with a great number of successes. It’s a core part of my business, but hiring new sales staff right […]
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Posted on Monday, 11th September 2017 by Julian
The most common gripes that salespeople share with me about their current employers, concern lack of career opportunity and skills development. That often, what they were told would happen in the interview, doesn’t play out, and as a result, they disengage and want to move on. Weak, underperforming salespeople, the excuse makers with lousy attitudes, […]
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Posted on Monday, 11th September 2017 by Julian
Following last week’s article about onboarding and keeping good staff, the topic has stayed front of mind due to two conversations I’ve had since. The first was with a great candidate. He’s currently a very senior sales leader with one of Australia’s best-known organisations, but after many years with them, has decided to leave. When […]
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Posted on Monday, 11th September 2017 by Julian
Last week I presented to a group of CEOs, and they were keen to discuss the trials and tribulations around finding and keeping good salespeople. We had a really good conversation, with me highlighting that the average cost of a bad hire is $120,000. All nodded in agreement, with a couple suggesting a higher figure. […]
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Posted on Monday, 11th September 2017 by Julian
It’s clear that the job of a sales person is considerably harder than it used to be, and business leaders need to ensure that they have the necessary procedures in place if their salespeople are to succeed. Those that choose not to, will invariably face a revolving door of expensive underperformers. My first sales role […]
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Posted on Friday, 18th August 2017 by Julian
I have written this because of the feedback I received from last week’s article titled “We struggle to attract and hire good salespeople”, with readers telling me how much they need to find strong sales “hunters”, to bring in fresh clients. Not a new problem, however, there are reasons why it’s a common one. Let’s […]
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Posted on Friday, 18th August 2017 by Julian
One of the most common problems shared by the delegates at our “Sales & Revenue Growth Masterclass” last week, was how hard they are finding it to attract strong salespeople into their business. This is a key challenge, and one that needs to be got right, if you are to build a high-performing sales team. […]
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Posted on Friday, 18th August 2017 by Julian
I just had a really positive retail experience! Last week, I visited my local branch of a well-known, nationwide retailer to buy a new projector. Shane, the salesman had already organised a printing job for me, and knowing that I was looking to purchase a projector had emailed me details of three models in advance. […]
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Posted on Friday, 18th August 2017 by Julian
He’s a divisive character, but he’d be great at fixing an underperforming sales organisation. The media often portrays him as a rude bully, but I watched a few of his TV programs recently and whilst he can certainly be abrasive, saw an inspirational, tough, focused and caring individual in action. Someone who wins the hearts […]
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Posted on Friday, 18th August 2017 by Julian
This was the response the newly appointed customer service manager gave me when I was trying to sort out a problem with my car last week. Because the service team had been unwilling to have a courageous, perhaps confronting conversation with me, what started out as a “goodwill” repair, has turned sour. My car had […]
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