Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

I am a Commercial Director. Now what?

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One of the things that amaze me the most in Portugal is the lack of specific training that people who rise to the position of Commercial Director have.

The career management of these profiles is still looked upon with a significant lack of professionalism.

If the former salesperson had a good role model or a good mentor, they would probably get by and even do a good job.

If this has not happened, the probability of things going wrong is very high.

The sales role is not compatible with what the now head or sales director has to have in terms of resources.

In addition to this, there is the paradigm of working in a very isolated way before and now having to work more as a team.

There are … [ Read the rest ?? ] “I am a Commercial Director. Now what?”

Are you afraid to fail?

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It’s normal. If you are like a great majority of the companies, you probably do.

One of the big problems that companies’ leadership is currently facing is the lack of risk support.

If we think about our professional experience, few are the companies we pass through that effectively support their teams and their people to take risks and go outside the square when they think of problems for their situations.

If we analyze some companies, at least the most successful ones are invariably the ones that support risk and, many times, reward it.

I, thank God, had a boss in one of the companies I worked for very early in my career who used to say to me:

“Jose, I want you to make mistakes. Just don’t make the same … [ Read the rest ?? ] “Are you afraid to fail?”

Certainty or uncertainty, what is the secret?

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Certainty or uncertainty! This question has been hanging in my mind for some time now.

How do salespeople, sales directors, and managers cope emotionally with the uncertainty we are experiencing in this day and age?

Many of the people I talk to in sales careers usually tell me that they don’t know where to turn these days.

No matter how hard they push, they don’t get decisions from clients and often feel that they are taking meetings to “warm up.”

But does it all have to be this way?

Let’s focus first on the issue of uncertainty.

Fifteen years ago, I was in a well-paid CEO position with all the usual perks.

From one moment to the next, the investors, who were Spanish, came in and said:

“Mira Jos?? que … [ Read the rest ?? ] “Certainty or uncertainty, what is the secret?”