[Video] The Secret To A High Performing Sales Organisation

Last week, I (James) was lucky enough to speak to 50 sales leaders at the DoIdea Sales Director event. I spoke about: The real secret to high performance sales How to motivate your whole team, not just top performers How small changes in behaviour can have a huge impact on results. Watch the entire 20 minute […]

My 10 Takeaways from the 2017 Employee Engagement Survey (Quantum Workplace)

Every year, Quantum Workplace put out a fantastic trend and analysis report of Employee Engagement, and the 2017 edition is no exception. Download your copy of the report here. I thought I’d put together a really brief summary of the key takeaways in my view. Let’s get started. Organisational strategy, recognition and professional development continue […]

The Science Of High Performance At Work: Rituals, Habits & Behaviour

“You see, in life, lots of people know what to do, but few people actually do what they know. Knowing is not enough! You must take action.” — Tony Robbins We write a lot about workforce performance, personal development, improvement and winning behaviours here at Sparta, but a topic I wanted to dig into today is one […]

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 […]