EP#19 Who Should Your Sales Training be focused on?

December 3, 2018

As an employer with a team of salespeople, should you invest in sales training and who should you to prioritise to train, the underperforming Salesperson or the hard-hitter, top-performer Salesperson.

Do you need to train “Hard Hitter”? 
Can you learn to be a hard -hitter?
Who should you be training 
Should you train the low performing and the high performing?
What % are you to expect if you implement sander training?


EP#18 Has Sales Changed In the last few years?

November 26, 2018

Given how much the world of business has changed, how has Sales evolved in the past few decades? Listen to this episode to hear an interesting perspective.

In this brief session, you will learn:
•How has sales changed within the last 10 years?
•What has changed?
•Has the principles changed?
•What is the biggest danger these days?


EP#17 Do You Have a Sales Process?

November 19, 2018

There is a significant gap between a good salesperson and a Successful Salesperson. We now know a great deal about what lands a person on either side of that gap.  Listen to this edition of the Anatomy of a Successful Salesperson?

In this brief session, you will learn:
•Best sales methodology?
•Importance of a sales process?
•Why is structure important?
•Why sales is one of the most bizarre profession in the world? 
•Is there a science to selling?


EP#16 Is Psychometric Testing Vital when hiring a Sales Person? The Anatomy Of A Successful Sales Person

November 12, 2018

How good a Salesperson performs during an interview is dependent on how well they are prepared, not necessarily how good they are. That leads to the next question….
How can you tell whether a Salesperson who looks good ‘on paper’ will be good ‘in person’?
Moving on from last week, we will be speaking about the importance of Psychometric testing?
In this brief session you will learn:

•The two types of Psychometric testing? 
•How to test culture?
•How to test competence?
•What do tests reveal?
•An example of an area that’s very difficult to test during an interview?
•The reason why you should not hire someone who has a “black book”
•Examples of how Psychometric testing has worked
•Problem with hiring within Large companies?
•Why SME’s do better in this area?


EP#15 Can we hire good sales people at low cost?- The Anatomy Of A Successful Sales Person

November 5, 2018

We all want to employ Successful Salespeople, but question for you;
Is it possible for us as employers to hire Successful Salespeople to ‘hit the ground running’ at low cost? 
In this brief session you will learn:
•You will learn about the 2 choices you have when it comes to hiring 
•Mistakes most SME’s make when it comes to hiring sales people


EP#14 Is Sales a Natural Gift? - The Anatomy Of A Successful Sales Person

October 29, 2018

What do you think? Is being a Successful Salesperson a gift you’re born with or a skill anyone can learn?

The answer to this will determine what you do with your underperforming sales people. As a continuation of the Anatomy of a Successful Sales person, listen to another take to this question from a world leading sales trainer.

In this brief session you will learn;
• Are sales people born with the traits or are they self-made?
• Can everyone get there? 
•How can a sales professional use this information to move forward? 
•How can employers use this information to hire sales people?


EP#13 Prospecting - The Anatomy Of A Successful Sales Person

October 22, 2018

We always hear the word ‘prospecting’, but what does it actually mean?
Continuing from our conversation last week, listen to another episode of the Anatomy of a Successful Salesperson – What is prospecting?

In this brief session you will learn:
• Best prospecting tool
• Why ‘Heart’ is important in sales 
• The importance of trust in relationships
• Do successful sales people differ from one industry to the other?


Episode 8 - Can Glassdoor Reviews Be Trusted?

October 19, 2018

Glassdoor is a website where employees and former employees anonymously review companies and their management. We will be discussing questions such can we trust those reviews? How should companies deal with bad reviews? Should candidates make decisions based on the reviews they see there?


EP#12 The Anatomy Of A Successful Sales Person

October 15, 2018

In this series we will be discussing the Anatomy of a successful sales person with our training partner David Fieldman. David is the MD of Sandler training London and they are the world leaders in sales, leadership & management training. David has a wealth of experience when it comes to training sales people from start ups, SME’s to huge corporates. In this brief session you will learn;
• The anatomy of sales
• What does a successful person need to have? 
• What distinguishes a winner and an ordinary sales person?
• What are the 5 things a successful sales person need to have?


EP#11 World Mental Health Day With Mike McDonald.

October 10, 2018

Todays Podcast we are joined by Mike McDonald who has been a  Senior Mental Health Practitioner for the past 30 years. He is deeply rooted in the Mental Health community and has  also been  a volunteer at  Samaritans for a number of years.  On topic for World Mental Health Day  we will be discussing  Mental Health in the work place from both a employee and employer perspective. Mike provides an in-depth look at why Mental health is such a taboo topic within working culture and gives some great insight into his experiences throughout his 30 years. We will also discuss practical steps for businesses to improve their culture around mental health and some great tools for employees to deal with the challenges of the modern working arena.