In the aftermath of the global recession, acquiring customers is no walk in the park. As a result, much focus has moved from acquisition to retention as companies

Call centres are among the industry sectors with the highest staff turnover. In South Africa, that figure is estimated to be 20% per year. Given the cost of

“Paul,” said one of my coaching clients the other day, “I swear if I have to sit through another Monday morning sales meeting I’ll quit. They’re supposed to

You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or two. It sounds really

One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs.

Every manager has, or will, confront this troublesome issue. It´s arisen in every workshop for sales managers or branch managers I´ve done. One or more of your sales

I was recently asked, "If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?" Good question! It really