Category Archives: sales people

Some News From The Frontline – How Field Based Salespeople Need To Stay Sharp

In tough times buying power moves further up the purchasing organisation. Salespeople need to develop strategies to follow the money. Price is becoming a huge issue. Salespeople need two things in their sales tool box. (1) The ability to sell a value based proposition. (2) The ability to negotiate. Salespeople are emotional people. When times… Read More »

The Challenge In Finding Good Salespeople

This hardy perennial keeps being coming round, in good times and in bad. The question has gained added urgency because a lot of apparently ‘good’ salespeople have been found to be seriously lacking when business doesn’t come flowing in on a wave of business optimism. Order takers are exposed when the going gets tough. The… Read More »

The Increased Pressure On Sales People

Over the past few months it has become noticeable that sales people are feeling the increased pressure of the current economic climate. I’ve seen the increased amount of sales training we’re delivering to two specific groups in particular; firstly people who are new to sales and secondly more experienced sales people who are, frankly, struggling… Read More »

The 8 Most Common Personal Attributes Of The High Performing Business To Business Salesperson

Some of the attributes are obviously identifiable, some more interesting. High need for personal achievement Insecure enough to need the constant reassurance of success Secure enough to deal with rejection Likes people Sufficient emotional resources – self motivated, secure in own self-image Happy to be thought of as a sales person; carries no negative baggage… Read More »

Some Secrets of High Performing Sales People

Two recent training projects have uncovered things that separated the above average from the exceptional salesperson. Although there is nothing particularly new in our findings we were still struck by the performance difference they created. All of the examples are from business to business environments performed or exhibited by people who are at the top… Read More »