Taken from the effective sales training course of JST Presale Ltd the Spotlight this month is on the plans - or lack of plans that your sales team prepare.

It ought to be a weekly item at your sales meetings - "you do have them weekly don't you?" says Jim Stewart, Managing Director. All it takes is for your highly trained sales people to write down each week what their top 5 sales objectives are for the coming week. Table them at the sales meetings with team encouragement. Just like healthy eating - 5 a week - and just watch the performance improve!

MAR 07