Category Archives: Personal Development

Last week whilst conducting a sales strategy and planning workshop to teach selling skills for a multinational chemical company, George, the National Sales Manager asked me a question that I am often asked in my role as a sales strategist. “Ian,” he asked me during a coffee break,” In your experience in working with a vast range of selling organizations, why is it that most people fail at selling?” This is a question that plagues many a thinking sales leader. Is it a question of fit (product or company)? Is it that some people are just not cut out for … Read more

Do you ever get frustrated when you have an important issue
you need resolved, but your boss doesn’t give the issue the
same level of importance and attention that you believe it deserves ?
How do you get their attention without nagging? Read more

Time Management for Sales People In this 4 part article series I will outline the 4 cardinal sins your sales people make every day –unpacking one cardinal sin per article. lets begin with the first and one of the most costly

IMPOSTERHOOD Are there times in your life where you feel like a bit of a fraud? Do you dismiss your accomplishments as a “fluke” or “no big deal”? Does even constructive criticism crush you? Do you feel like you’ve “fooled” others into thinking that you’re more intelligent than you “know yourself to be.” Do you secretly hope that no-one ever finds out, that you are not as good at what you do as you are supposed to be? Do you believe that your success is due because of good luck or because someone else had a very positive view of … Read more

Sales Management Tips: 2 Steps for Sales Managers to Reduce Frustration Do you ever get frustrated when you have an important issue you need resolved, but your boss doesn’t give the issue the same level of importance and attention that you believe it deserves? How do you get their attention without coming accross as a nag  or a pest? During a recent one on one sales manager coaching session, Sonia, a senior sales manager with a highly reputed wholesaler tells me : ” I am struggling to get my boss (National sales manager) and the head of marketing into the … Read more

Even Sales Coaches Need Sales Coaching Sales team training and Bullet-proofing your sales team means learning how to coach your people 1 on 1. I myself am coached by a world class marketing genius, Taki Moore. At a recent event that he held for all his clients I met a gentleman who is a master business coach. Peter Rowe actually teaches coaches how to coach. I asked him if hte would volunteer his time and share of his business, sales and coaching wisdom, this podcast was the result. We covered topics such as: •       Why so many people end up … Read more