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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?”

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?”

What would you like to change in your company?

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One of the questions we usually ask the business owners and managers we work with is precisely this:

“What would you like to change about your company?”

Although it sounds simple, it often provokes quite diverse reactions.

The answers can range from “everything” to more surgical issues, such as increasing sales, decreasing costs, getting paid on time, and so on???

But the answer I was given this week by a top management board of a large company was:

“Look, I don’t know. I don’t know where to start.”

The problems were so many that this person specifically didn’t know where to turn anymore. This situation comes up quite often to our team these days in the field.

With the pandemic, the decrease in consumption, the increase in fuel prices, and … [ Read the rest ?? ] “What would you like to change in your company?”