[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 […]

Podcast: “What drives a successful salesperson?”

Stjärnsäljarpodden (typically a Swedish-language only podcast) became the Star Sales Podcast when James Pember spoke about the topic “what drives a succesful sales person“. We touched on behaviour, sales rep psychology, why you NEED to give credit to your team for doing great work (even if it’s just showing up) and some deeper moments about life in […]

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 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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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 […]