All posts by Anderson Hirst.

Perspectives on survival July 29, 2020 by  in kojo blog

Without realising it, one of the most influential business books I have read is “The Living Company: Habits for Survival in a Turbulent Business Environment” by Arie de Gues, written way back in 1997. Books on business survival have not so popular in the last few years. If your sales organisation made it this far…

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Making sense of sales technology and analytics June 3, 2020 by  in kojo blog

Have you ever been bamboozled by all the sales technology and analytics services out there in the marketplace? You are not alone! This is a very fast emerging field – a fact not lost in the world’s leading business schools too. Warwick Business School, for example, is running an open programme for the first time…

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What is the role of a sales manager? May 13, 2020 by  in kojo blog

Sometimes, the simplest questions are the best! What actually is the role of a sales manager? Especially now! Of course, it varies greatly in each firm. For some, the role is precisely and narrowly defined, with a detailed job description. For others, the role is much more loosely defined and entrepreneurial. Currently, the role definition…

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The top three pitfalls sales leaders fall into February 26, 2020 by  in kojo blog, KojoPro

Like so many leadership roles, there are a number of common mistakes that sales leaders often make. Of course, we all have our “off” days, but time and again I see patterns of behaviour that hinder sales growth.