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Enabling the remote sales professional.
Enabling the remote sales professional.

Are you in control of your remote sales team? The pandemic has led to major changes in the way sales teams go about ...

Five reasons why sales-i might not be for you…
Five reasons why sales-i might not be for you…

Sales enablement software isn't for everyone.

5 Things Every Sales Manager Needs.
5 Things Every Sales Manager Needs.

Every wholesale distribution sales manager should know these 5 things to ensure their team is focused, efficient and ...

Now is the time to really manage your team.
Now is the time to really manage your team.

Now is the time to really manage your team. As a manager right now, if you’re separated from your team and unable to ...

A framework for effective sales management (tip 5 of 5).
A framework for effective sales management (tip 5 of 5).

Tip 5: Reverse planning of your sales activity. Sales is one of the few professions where metrics can be captured at ...

A framework for effective sales management (tip 4 of 5).
A framework for effective sales management (tip 4 of 5).

Tip 4: The ‘rubber band’ effect. Salespeople are a stubborn bunch. Change is not in their vocabulary.

A framework for effective sales management (tip 3 of 5).
A framework for effective sales management (tip 3 of 5).

Tip 3: Understanding who’s your best salesperson.  It’s the end of the quarter and Bob has yet again generated the most ...

A framework for effective sales management (tip 2 of 5).
A framework for effective sales management (tip 2 of 5).

Tip 2: The role of a sales manager. It may sound like it’s easy to describe what a sales manager’s role is but so many ...

A framework for effective sales management (tip 1 of 5).
A framework for effective sales management (tip 1 of 5).

Tip 1: 173 is the most important number in sales. 173. This number should always be in the back of every salesperson’s ...

Spreadsheets for business – will we ever learn?
Spreadsheets for business – will we ever learn?

The catastrophic data error which led to case number chaos.

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