Tuesday, April 7th, 2015

What qualities define performance?

Verbal acuity, an achievement-oriented personality, the ability to display situational dominance and inward pessimism are the key attributes of high-performing salespeople compared with their less-successful counterparts, according to a specialist in “sales linguistics”. Writing in Harvard Business Review on 18 March, Steve W Martin asked the question: “What separates high-performing salespeople who exceed their quota from underperformers who miss their… 

Tuesday, April 7th, 2015

Marines inspire Toshiba TEC’s development focus

In the crowded UK office equipment market, what are the chances a manufacturer could double sales through its dealer channel within five years? Not only is it a tough goal but it’s one that Toshiba Tec UK expects to achieve a year ahead of schedule, according to the Indirect Division’s sales director Carl Day. Day attributes much of the success…