Posted on Friday, 14th July 2017 by Julian
“At the moment sales training is a low priority.” I received this feedback by email recently from a CEO and was genuinely shocked, in fact I still am. Let me explain why. During the weeks prior, I’d had several lengthy conversations with the previous CEO, who shared with me how their margins were being squeezed […]
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Posted on Friday, 20th June 2014 by Julian
I recently visited a specialist watch dealer in Sydney to buy a gift. I knew exactly which watch I wanted and was on a mission to get it before anyone else. The business is located in an old building in the city and you have to go up to their floor in one of those […]
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Posted on Friday, 20th June 2014 by Julian
Effective sales management is pivotal to building revenue, maintaining margins and hiring the right people. Today’s world calls for the sales manager to be a professional coach and mentor. Being an effective supervisor and administrator, or even a great salesperson, no longer cuts it. DOWNLOAD Today’s sales manager – a super coach or a supervisor
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Posted on Friday, 20th June 2014 by Julian
According to a 2009 survey conducted by the CEO Institute, the number one challenge for the rest of that year was “maintaining sales”. Since then I have met with numerous business leaders and without question their biggest challenge now is “maintaining margins”. I wonder if the game plan set out then to keep the volume […]
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Posted on Wednesday, 10th August 2011 by Julian
Research gathered through working with 8500 sales organisations shows the average cost of hiring a bad salesperson is in the region of $120,000. With only 1 in 4 salespeople performing at the level we need them to, it’s time we looked objectively at the way we attract and hire staff into our sales teams. If […]
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Posted on Wednesday, 10th August 2011 by Julian
“Why companies are so inconsistent at hiring salespeople” – a video clip presentation of Dave Kurlan, CEO of Objective Management Group highlighting the challenges the vast majority of organisations face when attempting to attract and hire strong sales managers and sales people.
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Posted on Thursday, 10th March 2011 by Julian
Traditional sales training and development continues to fall short because it fails to address the hidden weaknesses within salespeople that neutralise their potential. In this article, Julian Griffith focuses on “Need for Approval”, how we can identify it, the negative impact it has and suggests ways to work at overcoming the problem. DOWNLOAD Need for […]
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Posted on Thursday, 10th March 2011 by Julian
“Sound advice comes from a research paper entitled “Taking the lid off your sales organisation” by Julian Griffith. He recommends five things organisations can do to address the threat of sales team underperformance. Adopting these strategies for selecting and nurturing your sales employees should provide consistent sales growth….” Australian Financial Review – “How to Boost […]
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Posted on Sunday, 20th February 2011 by Julian
Click below to download a copy of the recent Australian Financial Review Article, How To Boost Sales by Kurt Newman: DOWNLOAD: How To Boost Sales by Kurt Newman (PDF, 1.1MB) Request a copy of Taking The Lid Off Your Sales Organisation by Julian Griffith
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Posted on Friday, 15th October 2010 by Julian
“What’s the most powerful leadership skill you can have? Hands down, it’s the ability to produce high-talent teams. Nothing else even comes close.” Price Pritchett, Ph.D. Whilst I look forward to sharing some great ideas with you to help you build a world class sales organisation, I am mindful of how ineffective we can be […]
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