How to mix collaboration with competition inside a high performance sales team

We all know salespeople are competitive and that competition is a natural element of sales culture. That is precisely why sales competitions, “Sales Rep of the month”, President’s Club vacations and scoreboards are such classics within sales organisations. This also explains why many salespeople are such avid athletes or so interested in sports. Those competitive […]

The difference between healthy and unhealthy competition in sales

“Competition has been shown to be useful up to a certain point and no further, but cooperation, which is the thing we must strive for today, begins where competition leaves off” – Franklin D. Roosevelt We often talk about the idea of “healthy competition” when discussing how to run and motivate our sales teams. However, in […]

3 questions you need to ask yourself before starting a sales competition

Today, I wanted to just publish the 3 questions that I always ask myself before launching a new competition. I recommend printing these out and pinning them on your desk – they truly will help you save time by running better competitions and driving better results and a more engaged sales force! Of course, if you […]

3 things I learned about sales performance management in 2016

I think 2016 will go down in the history books as a landmark year for sales performance management. For the global community, this year has been tough, worrying and downright crazy at times. However, if we allow ourselves to ignore that and focus on our own little world for a while – it’s been a […]

Why I want you to consider getting rid of cash bonuses in 2017

I know the subject line is a controversial one, but I want to offer you a different perspective heading into 2017. Let me be clear: our entire sales “world” is about money. Salespeople bring in money, and money is supposedly their number one motivator. Everything in sales is about money. I want to change that.  […]

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Feedback is the fuel that helps turn potential into performance

The declining value and prevalence of Annual Performance Reviews has been well documented. It is estimated that nearly 50% of the Fortune 500 have now scrapped Annual Performance Reviews in favour of more agile, more frequent reviews of performance. With everything we understand now about employee engagement and driving performance at work – it totally […]

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The value of using micro-behaviours to drive strategy execution

I recently met an enterprise company (60,000 employees globally and a Fortune 500) who are in the midst of a huge cultural transformation. They are a huge, global, household name, but in an ever increasingly competitive world – they, like most companies, need to keep evolving. I won’t go into the details of the strategic journey they […]

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What makes a salesperson a “star”​?

To answer the above question, you need to really define what a “star” is. The problem that many organisations face is that their “stars” i.e. their top performers are not necessarily the “best” people inside an organisation. We’ve all met the “Maverick” sales star who tops the leaderboard every month, but doesn’t necessarily reflect the […]