I live by this maxim: "Chance favours the prepared." We all know the festive season and corresponding break is looming, yet I'm staggered by the amount of salespeople I speak with that don't have an end of year strategy. Be prepared for this period well in advance and don't wait until December to think about it.

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Some people believe that it's

You better believe it! Does it really matter if you're right? Yes it does, but not at the expense of making your customer wrong.

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I would ask if you are "believable"? Your answer will provide the advice you're looking for.

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Some may find the concept of salespeople not asking for the business, strange, even ludicrous, given ‘the close' has traditionally been a salesperson's end-game.

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My boss wants me to cold call, but I have call reluctance, because I'm not very good at it. Help!

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I don't believe there is one proven method to find the right sales people. But I do know, through trial and error over many years, there are easier ways than others to source talent.

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Having a full sales pipeline is a good problem to have - but be careful the pipe isn't full of ‘maybe' customers.

The biggest challenge that I observe for salespeople is a ‘lack of control' over their own sales process.

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If your sales director is adding significant value and is enthusiastic, committed and proactive, I would be disappointed if they didn't request some form of ownership.

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The short answer is - go back to basics. Treat your company like a start-up business by getting hungry and enthusiastic and don't think yesterday's successes always guarantee today's.

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