Calling All Salespeople: Are You Shining a Light or Casting a Shadow?

Calling All Salespeople: Are You Shining a Light or Casting a Shadow?

In my early days I clearly remember learning that my job as a salesperson was to “dig holes” by identifying the many problems my prospective client faced. And to keep digging until those holes (problems) became so deep (big) my despairing client felt so overwhelmed and fearful they would want to grab my solution as a metaphorical ladder to help them clamber out of their dark damp pit of despair.

Sales Does Not Equal Greed

Sales Does Not Equal Greed

If you’ve been following the Royal Commission into Misconduct in the Banking, Superannuation and Financial Services Industry you’ll have picked up on the recent spate of banking executives lamenting their shift to a “sales culture”. It seems that sales and selling has been identified as the root cause of all that ails our leading banking and financial services brands.

Five Reasons Why Employee Engagement Failed

Five Reasons Why Employee Engagement Failed

Employee engagement, as it has commonly been measured, has failed to improve work. Even Gallup, the leading advocate admits that “employee engagement has barely budged in years.” We have spent hundreds of millions of dollars measuring and addressing employee engagement with little to show for it.

5 Ways to Become an Inspirational Manager

5 Ways to Become an Inspirational Manager

We have known for a long time that having engaged team members is better than having people who are simply satisfied. They are 44% more productive - that is like adding a part-time person to your team at no additional cost.

How Complete is Your Sales Success System?

How Complete is Your Sales Success System?

How complete is your sales success system? When we ask that question of most sales leaders and sales learning and development professionals, we’re usually met with a quizzical look followed by an explanation of adopting best-in-class sales process, methods, content or the latest selling fad. A pretty standard response to a purposely ambiguous question. Sometimes the response is “what do you mean how complete is our sales success system?” Good question, let’s explore it.

Can A Bank Be Purpose-Driven?

Can A Bank Be Purpose-Driven?

Given the current spotlight the Royal Commission is shining on poor behaviours and toxic cultures in the financial services industry here in Australia, we would be justified in thinking that banks and purpose are mutually exclusive. So we started to look further afield to see if we could find an example of a bank that did actually have purpose, and could demonstrate it.

Purpose Doesn’t Have To be Noble

Purpose Doesn’t Have To be Noble

Following a wonderful presentation by Re Strategist, Alistair Stephenson, I couldn’t help but see many common challenges that were occupying the creators of brand identities and those that were facing sales professionals and the organisations they work for. Chief amongst them being the search for “Purpose”.

"It's Prospecting Jim, But Not As We Know it"

"It's Prospecting Jim, But Not As We Know it"

Unfortunately a huge amount of time and energy is wasted during the prospecting phase of the sales process. Too many eager sellers are randomly smiling and dialing. Do they really think clients are sitting by the telephone excitedly waiting for calls from salespeople to hear them pitch their products or services?