If you’ve read my column consistently, you’ve probably gathered that I am passionate about sales, marketing and leadership. These are the three core competencies we all must master in order to create success and improve our businesses every single day. Nothing happens in a company without a sale being made. There is no sale to be made without a lead generated by some form of marketing. Both of these functions will only ever be as successful as the leadership capabilities in the organization.
This month I want to focus on sales (marketing and leadership also are bound to find their way in). However, I’m not referring to the traditional sales techniques I usually teach all around the world regarding client engagement, involvement and relationship. This is about one of the biggest challenges facing our industry, which is finding (and more importantly, retaining) quality salespeople and team members.