Archive for Author: lmye-admin

Qualities of effective sales management

Effective sales management requires the manager to have his nose in other people’s business. The effective sales manager has his nose in his sales team’s personal business. “Do not bring your personal problems to work” is an oft-quoted admonition that rings sour to successful sales management. And personal problems could range from the mild, “My

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To alleviate Nairobi congestion, sell to the end-user

Nairobi, a city that swells to almost 6 million people during the day, is choking with traffic. Most solutions offered are quick fixes—the majority just as quickly withdrawn. The magic of Thika Superhighway didn’t last long, and The Expressway is known to get congested with traffic. As experts continue to debate long-term options, I’d like

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Three lessons on courage, from sales jokes

Sales jokes are not just for the humour, but the learning, too. So, courage brother; like a humourist, do not stumble over vexatious beings. If your targets have been ghosting you lately and so feel in perpetual ‘Njaanuary’ mode, here’s something to lighten your spirits — sales jokes from which we can learn the importance

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Fire that poor performing salesperson, but first…

Keeping a consistently poor performer hurts the business financially and affects the team morale and therefore productivity. “How long should I keep a non-performing sales newbie?” The short answer to this question I get asked often is this: three months is too short, a year too long. If however his is an attitude problem, three

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How to overcome buyer excuses for not buying in January

Sales people that buy into this, “Bado mapema” mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you don’t. The favourite ones include, “Bado mapema, boss” (It’s still too early in the year) and

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