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Jonathan Farrington's Articles in Sales Success

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  • Successful Companies Take A Structured Approach To Sales Team Development
    Not enough companies have learned how to employ sales training as a strategic tool. Those that have are leaders in their industries, offering their shareholders maximum return on investment, are able to quickly adapt to changing market conditions, are respected by their customers, and provide consistent sales performance.
  • How To Overcome Self-Limiting Beliefs
    The organisation with the ability to overcome the variety of mental models living in the minds of their workforce will be the organisation that wins in the future.
  • Recognising The Presence Of Self-Limiting Beliefs
    Most Sales Directors grasp the concept of activity management, skills development and knowledge development. Intuitively, Sales Directors also understand the vital importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones.
  • How To Develop A First Class Sales Team
    For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent.
  • A New Type Of Sales Approach For A New Type Of Customer
    The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability.
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