From the category archives:

Sales Management

Lessons for sales leaders from former President Bush

by Paul Sparks 22 November 2009

It’s now nearly 12 months since George W Bush handed the US presidential reigns to Barack Obama.  Views on the effectiveness of President Bush’s tenure are mixed – and we’re certainly not in a position to make an informed assessment of his presidency.  One person who is, though, is the veteran Washington Post reporter and [...]

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Tribal leadership and successful selling

by Paul Sparks 18 October 2009

Recent research in human behaviour has pointed out the importance of the tribe as a key functioning group in all facets of our lives.  A commonly accepted definition of a tribe is a group of between 20 and 150 people who know each other.  In a business and organisational sense this means that, for those [...]

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Key themes from the 2009 Sales E-Conference (part three)

by Paul Sparks 5 October 2009

A new role for sales management and leadership. This was the third of four key themes to emerge from the 2009 Sales E-Conference. For two weeks in August 2009, over 100 sales professionals, sales managers and people interested in achieving better sales outcomes tapped into the wisdom of 8 of Australasia’s leading authorities on professional [...]

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Are sales leaders made or born

by Paul Sparks 22 September 2009

If you’ve been in a corporate sales environment for more than a few weeks – you’ve probably come across the alpha male sales manager.  You know the stuff they do – dominant, belligerent, directing – sometimes rude and overbearing.  And that’s on a good day.  But they can also be charismatic and develop a loyal [...]

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Why your clients are asking different questions in 2009

by Paul Sparks 31 July 2009

James Fennessy is the CEO of Huthwaite Asia Pacific.  Huthwaite is one of the largest organisations in the world devoted to implementing sales performance improvement programs.  Based in Sydney, James has actively supported the upcoming Sales E-Conference by facilitating the appearance of the founder of Huthwaite and developer of SPIN® Selling, Neil Rackham, as a [...]

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Mistakes sales leaders need to avoid

by Paul Sparks 23 July 2009

Barry Porter is one of the presenters at the upcoming Sales E-Conference – “Selling from Recession to Recovery”. Barry leads Quantum Shift, a sales performance consultancy which helps organisations tackle fundamental sales challenges – including customer acquisition, sales force productivity and sales process improvement.  Barry has developed a unique insight into sales and marketing effectiveness [...]

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Some leadership lessons for sales professionals

by Paul Sparks 29 June 2009

What makes a successful leader is a perennial question which continues to cause debate amongst leaders and followers alike.  Whilst I won’t be able to give a definitive answer to this question today – I will be able to outline some actions which should help most sales leaders increase their effectiveness. It is interesting to [...]

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