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Peter Michie Articles

Written by: Peter Michie

Selling in Bad Economic Times! - Click To Read Article
When the economy goes bad, it is easy for sales people to blame their lack of results on this, and I would not pretend that it is possible for every company to make their planned sales targets when this happens. However, after working with many sales organizations in 5 countries, and as a result of a survey of some 4,000 sales people, I found some very simple opportunities for improved sales effectiveness, which, if identified and seized, can produce some amazing increases in results even in tough times. Its just a matter of focus and discipline; things many sales people are averse to!

Sales Managers don't need Training, do they? - Increasing Sales Effectiveness Opportunity 3 - Click To Read Article
After proving themselves as great sales people, most sales managers are promoted with several attaboys & warm wishes, but without any training on their vital new role. This article uses 2 surveys to prove that the majority of Sales Managers absolutely need training on their Management Role.

Increased Sales Effectiveness: Opportunity #1 - Click To Read Article
This article uses a Survey of about 3,000 sales people to draw a concusion about a large opportunity for increased sales effectiveness that exists in most sales forces.

Hiring the Ideal High Value Sales Person Opportunity No 2 - Click To Read Article
More and more companies have invested in higher value products, services, or solutions, which are especially relevant when the economy slows. And yet many sales people, and their managers, are unable to adapt to this new model. So to help some of our customers seize this opportunity to recruit and train to this model, we conducted a number of surveys in order to define some of the key qualities that needed to be found to improve the recruiting of this breed of sales person. This article outlines both the survey methodoloy and the highlights of our findings.

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About the Author: Peter Michie
RSS for Peter's articles - Visit Peter's website

Peter is a pragmatic senior sales and marketing executive who learned his trade on the firing line with major computer manufacturers. He founded PERFORMAX to offer sales and marketing consulting services to companies where the quality of the managers and people is the key to success. Peter formed "PERFORMAX Technologies" Inc. to package and market his experience and skill into a range of world class Management Development Programs such as: "For Sales Managers Only" & "Managing Sales in Tough Times!" Most importantly Peter's work with large and small clients on 3 different continents has produced dramatic improvements in revenues and profits for them, in the same way he helped achieve this when working for large corporations. Outside of work, Peter lives in either Hope Town, Bahamas, or Provence, and has Commercial Pilots and Captain's Licences.

Click here to visit Peter's website Dashed Line

More from Peter Michie
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