Coaching your sales team is the best way to increase sales. Not only that...it increases motivation, proactivity, self-belief/confidence....and is the No 3 Principle in my 7 Principles that underpin a high performing sales team.

It's so important that your sales people feel valued by you as their leader and more widely by the organisation.

In my experience there are 7 principles that underpin a successful high performing sales team. They are often missing when I start to work with an underperforming sales team and my mission is ensure they are firmly in place by the end of my training programmes. I'm going to give you an overview of each one today then dive deeper into each one in later blogs.

Sales professionals can fall into the same traps as professional gamblers, who blame any and everything else for their losses. The salesperson who asks this key question is on the path to great success!

Every sales manager wants to know how to speed up their team's efficiency. Here are a few processes your team might be wasting time on and how automating these processes make them more efficient.

A sales team needs to be properly equipped so you can feel confident that you are harvesting the best opportunities to ensure sales success. Don't risk missing opportunities by stopping at only going for "low hanging fruit." You'll need to harvest from the whole tree -- and for that, you need the right tools.

Whose Account Is It Anyway?

Why you need to implement a key account management program.

The objective of a key account management program is "embeddedness" -- that is, a successful key account management program will make you indispensable to your customer.

Unlike the traditional salesperson, the Key Account Manager does not think transactionally. He thinks strategically. He doesn't pursue every account equally. He selects accounts very carefully.

For centuries, buyers have been wary of sellers. However, something has changed in the last few decades. In every industry, power is shifting from sellers to buyers. This is partly due, among other factors, to buyers having superior access to information, more choice due to globalization and access to improved technology. In this new world, sellers are having difficulty adjusting. This difficulty in transition isn't exclusive to the sales process as sellers grapple with strong purchasing agents, it also challenges suppliers in the account management process.