By Simon Hazeldine Most sales managers think they coach more than they actually do. That may sound harsh. But listen to a typical conversation. Salesperson: “The deal has stalled. Procurement…
By Simon Hazeldine Something predictable happens after many sales training programmes. Day one feels great. The room has energy. People engage with the ideas. They practise new techniques. They make…
By Simon Hazeldine Here is an uncomfortable question for sales leaders. What if your average salespeople already know most of what your best salespeople know? They know they should prepare…
By Simon Hazeldine Most sales training does not fail because the content is weak. It fails because the behaviour does not change. That is an important distinction. Many sales training…
By Simon Hazeldine Every year, companies invest huge amounts of money, time, and leadership attention into their annual Sales Kickoff. Venues are booked. Speakers are hired. Decks are polished. Music…