Essentials

Leading sales teams during crisis

I started my career as a young graduate with a field sales job at Xerox in the spring of 1990.  I joined the company right at the outbreak of the Gulf War, a conflict between Iraq and a US-led coalition of 35 countries which lasted from August 2, 1990 to February 28, 1991. We witnessed […]

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5 frequent sources of stress during remote sales pitches

The business downturn caused by the COVID crisis has left some professions on the wayside, but one job remained in high demand during the lockdown we just went through. That’s right, I’m talking about sales representatives.  Most companies are putting pressure on their deal hunters to reduce the impact of a crisis that is unprecedented […]

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Sales coaching: the manager’s role in building confidence

It’s the start of the year, so many managers are getting ready to present their action plan and mobilize their troops, to boost energy and reach their performance targets. Many managers put care into fostering motivation and skill development. That’s a great start. It’s rarer to come across managers who naturally make a concerted effort […]

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Why are 100% distance-sales training programs operating at peak efficiency?

If you’re interested in developing your skills, you NEED to read this book(1). You don’t have a choice—it’s a gold mine, a gem of a book that describes in detail how to truly develop skills effectively. It’s an incredibly insightful read that covers 30 years of research on the secrets that explain how the best got […]

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Sales coaching practice makes perfect!

You’re not going to believe me, but I just met an exceptional golf player. He only needed one lesson to learn the fundamentals of the swing, and has not taken any classes or received any tips since. All it took was a single lesson for him to pick it up. He became an exceptional player in […]

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New managers: how to screw up in just a few days!

This article was inspired by an old friend who recently resigned from his job. While he didn’t think the company was perfect, he enjoyed his job and everyone was satisfied with his contribution. So there was no reason for him to resign so suddenly. A few days with the new head of sales was all […]

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Adaptive Learning: train your teams more quickly and effectively

If you want to train your sales teams in, say, mastering a new offering, you have several solutions at your disposal. You can provide a trainer or coach that will guide each of your staff on an individual basis. That’s as good as it gets in terms of effective teaching. Obviously if you have a […]

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Coaching salespeople: it’s better when both sides are willing participants!

You only need to spend a few minutes on LinkedIn to realize the extent to which managers bear the burden of lofty expectations, huge ones, day in, day out. They have to be role models, see the big picture, foster progress, help others succeed, remain kind under all circumstances, transition from vertical to horizontal management, […]

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Did the buyers win? Not so sure…

The title of this article was inspired by my recent rereading of the book published by my associate, Frédéric Vendeuvre, and Christopher Guerin, CEO of Nexans. The book is a gold mine for anyone seeking to lead a sales transformation project at their company. The “differentiated sales” process laid out in the work is not […]

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How to really develop your sales skills!

if you’re a regular reader of this blog, you know that developing sales skills is one of our passions at Halifax Consulting. It’s our guiding purpose, in fact. Every year I read many business books on my own time and every now and then I discover a gem. PEAK (1), by Anders Ericsson and Robert […]

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