ThinkSales

Many years ago, one of my mentors told me, ‘everyone has problems, it’s how we deal with those problems that makes us who we are.’ That advice has always stuck with me. I used to not be able to handle stress very well, and I’ve worked hard to make it

YOU HAVE 168 hours in a week and 52 weeks in a year. That’s 8 736 hours. What you do with each hour is your decision. You can invest that hour, or you can squander it, believing you have many more hours in which to make a better decision later. If yo

ACCORDING TO Avesh Subbiah, Team Product Manager, Voice & Infrastructure at Nashua, there are five key benefits to businesses deploying Nashua’s Voice solutions: 1. Saving Money. The cost of using a VoIP telephone is much cheaper than using a convent

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviours lead to the best outcomes. Yet much of the data from sources such as CRM reporting tools and time studies is se

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate strateg

Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer. For many buyers, the ‘discovery’ sales call is the second

Inside sales – already an important component in the sales efforts of many companies – is expanding as more companies develop or add to this valuable sales channel. Whether you are adding to an existing team, or creating a new team to handle a differ

The problem is as follows: you promote your best sales person to sales manager; however, once they start working in their new role, you find they’re actually a bad sales manager. Now, you’ve not only gained a bad sales manager, but you’ve lost one of

Uncertainty is uncomfortable for everyone. Whether it’s political turmoil or a reorganisation at your company, employees who are concerned about their future are likely to be distracted and unproductive. What should a manager do? How can you keep peo

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today’s environment of motivating, encouraging and driving performance from the ‘so-call

INCENTIVE PROGRAMMES are there to reward employees for contributing to the bottom-line. In other words – if they perform extraordinarily, they get rewarded. Sales go up and employees receive rewards, prizes or vacations. The company is happy and the

I'm sure you'll agree that establishing credibility is one of the most critical elements in securing a new customer. The customer must see you as a credible and trustworthy resource. When we ask our programme participants to describe the elements of

IN ORDER TO HELP your clients to achieve the success they desire, and for you to achieve the success you desire, you need to be more than a sales person. You need to be an advisor. What questions should your ideal client be asking themselves about wh

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.” You’re probably wondering what that has to do

Putting together a sales meeting takes countless hours and a financial investment. There’s nothing worse than hearing that sales people dread going to it. Here are six tips to change the perception of your sales meetings. This mindset puts you on the

In the heart of Johannesburg’s northern suburbs, the five-star Tintswalo at Waterfall boutique hotel offers a luxurious countryside venue for event organisers keen to offer their delegates a unique location, within close proximity to Johannesburg’s c

Go to: convention.thinksales.co.za– then click the DOWNLOADS tab in the menu Request to Attend the 2017 Sales Leadership Convention on 17-18 August 2017 in JHB, South Africa Dear [Manager's Name], As part of my commitment to ongoing professional deve