The Hidden Behaviours Behind Every Sales Team and What They’re Costing You
Discover the three behavioural sales personas found in every team — and how to coach them for stronger pipeline performance. Strategic Challenger, Reliable Executor, Passive Passenger.
Get rid of the left-hand side of your bell-curve
As a seasoned sales leader with over 30 years of experience, I have learned that being a great sales leader is more than just about driving sales numbers. It's about leading a team of individuals to achieve their full potential and deliver exceptional results.
Get rid of the ‘left-hand side of your bell curve’, which can be up to 10% of your entire team
Non-performing individuals typically take up all your time (‘cause you think you should coach them...), suck all the oxygen and energy out of the team, and they can be(come) cancerous.
The Story of the “Shiny Lights”
Having now helped numerous businesses get a much better return on their substantial investments in CRM systems, we thought it worthwhile to share a story with you.
This is a story about how certain people in organisations want to keep seeing shiny and flickering lights in their on-premise server rooms.