When sales are flooding in, it’s common in business not to concern yourself too much with your sales pipeline.  But when times are hard, you look to your sales pipeline as a source of comfort, reassurance and hopefully some quick wins. But what do you do if your sales pipeline is dried up? There’s only […]

If you’re in Sales Leadership, you’ve probably heard the saying “if you can’t measure it, you can’t manage it” It’s very true.  You can’t manage what you can’t see.  As a leader who’s expected to deliver results, sales managers  and business owners need to make sure they carefully select some meaningful KPIs (Key Performance Indicators). But before […]

It used to be that if you want to sell a product or service, you simply needed to carry out high volumes of prospecting, have a fairly decent conversion rate and the rest was down to your charm and powers of persuasion.  Oh no… not any more…. There’s so much more to consider now, and […]

Does your team have a person who delivers repeat under performance? If you manage people, you’ll know how exciting it is to hire great talent, but you’ve probably also experienced the awful feeling when a member of the team isn’t performing.  It costs you time, money and is a reflection on you as a leader. […]