Monthly Archives: October 2017

//October
31 10, 2017

How to manage a great sales team

By |2018-04-25T06:10:47+00:00October 31st, 2017|Opinion|0 Comments

There’s far more to managing a high performing sales team than most people think. It’s actually something of an art form, where managers need to strike the right balance between motivating and potentially overloading their team. Exceptional sales management isn’t of course something you can learn overnight, and there are also certain attributes and skills that make a great sales manager – Forbes.com lists the most important ones as mentoring, following [...]

24 10, 2017

Good cop vs. bad cop – effective or destructive ways of managing a team

By |2018-04-25T06:10:56+00:00October 24th, 2017|Opinion|0 Comments

Effective sales management often comes down to one of two key principles – carrot or stick. Some sales managers use a combination of both, but which is more effective? Could the method you choose actually be driving motivation, morale and performance down? Let’s explore a few of the key points to consider in the good cop vs. bad cop debate. The good cop approach Being a good guy in the sales [...]

16 10, 2017

Are you demotivating your sales team without realising it?

By |2018-04-25T06:11:03+00:00October 16th, 2017|Opinion|0 Comments

There are lots of different ways to motivate salespeople, many of which draw on the common characteristics of human nature while others are tailored to the individual and what drives them. Sales managers try all sorts of different techniques to motivate their team, but some could actually be having the opposite effect. Are you doing any of the following? If so, you could be demotivating your team without even realising it. [...]

11 10, 2017

Natterbox builds their brand with an Institute of Sales Management partnership

By |2018-01-11T16:14:35+00:00October 11th, 2017|ISM In The News|0 Comments

Leading global provider of voice cloud solutions, Natterbox, have recently earned some much-deserved attention in the media. They just announced a partnership with the Institute of Sales Management (ISM), which should help them to improve their already impressive solutions for customer service management. Lately, Natterbox has been something of a disruptive force in the telecoms world, delivering unique cloud telephony services designed to suit the needs of the empowered modern customer. As the world’s first cloud [...]

11 10, 2017

Avison Young Bucharest appoints ISM Member Colin Lovering as Senior VP

By |2018-01-11T16:12:25+00:00October 11th, 2017|ISM In The News|0 Comments

Colin Lovering has been appointed as senior vice-president of enterprise solutions and advisory services at the Bucharest office of Avison Young, the real estate consultancy. He will focus on expanding the company’s profile and its overall footprint in the Romanian market. “Colin’s addition to the Bucharest team offers our clients and our company a tremendous boost in terms of overall service and professional and business development. His hiring is also an [...]

4 10, 2017

Key challenges employers are faced with in recruiting sales teams

By |2018-04-25T06:11:13+00:00October 4th, 2017|Opinion|0 Comments

Someone outside the industry may think that there is no shortage of sales professionals, but employers are actually facing very real challenges in recruiting the right sales teams. Not just any sales rep will do – employers depend on recruiting and retaining professionals with exactly the right skills, competencies and training to help drive their business forward in a challenging, fast-moving industry. Attracting the best talent The sales recruitment market is [...]