As obvious a point to make as it may seem, the leadership style and techniques utilised by a sales manager can be instrumental in the success of their sales team. However, sales managers can often be so distracted that they pay little attention to their own development. This situation can unnecessarily hinder the sales team’s performance – especially given the simplicity with which the manager can, once they know how, lead their team to perform… read more →

You shouldn’t expect sales training to be effectively a machine through which you can funnel yourself and from which you will emerge a magically better salesperson. It would be wiser to call sales training just one cog in what should ultimately be a larger and much more complex machine. In short, it’s not just what sales training teaches that matters; it’s also how that know-how is practically applied. Here are ways you can more effectively… read more →

On the face of it, the UK’s startup scene looks promising. Last year, the Financial Times reported that UK startups had reached a new record tally. However, Enterprise Research Centre head Mark Hart despaired: “The UK’s productivity puzzle remains as seemingly intractable as ever.” He observed that too many companies struggle in productivity or making jobs, perpetuating the UK’s “problem with turning startups into high growth companies.” How could your firm avoid the trap? Create… read more →