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Home | Jonathan

Articles by Jonathan

Jonathan [Jonathan]

Jonathan Farrington is the Managing Partner of The jfa Group To find out more about the author, read his latest articles or to subscribe to his newsletter for dedicated sales professionals, visit:www.jonathanfarrington.com
You can also now visit Jonathan's Blog at: www.thejfblogit.co.uk

Top Achievers Expect Success Because They Plan For It [ 378]

[ Self-Improvement / Success ]
Generally top achievers expect to be successful and as a consequence they usually are. They are driven by a �have to� attitude not a �want to� attitude.

Submitted: 2006-11-14

Self-Limiting Beliefs Within A Sales Team Can Be Overcome [ 139]

[ Business / Sales ]
Successful salespeople expect to be successful and they want it badly enough that they bring about its happening i.e. fulfilled expectation.

Submitted: 2006-09-11

A Fresh Approach To Major Account Management [ 146]

[ Business / Sales ]
There are many definitions of major account management but my favourite and one I have used throughout my work, is from The Financial Times:
�The art of developing long-term relationships with selected customers�

Submitted: 2006-09-11

In Selling, What Differentiates The Top 5 Achievers? [ 130]

[ Business / Sales ]
Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement.

Submitted: 2006-08-21

Are Self-Limiting Beliefs Constraining Your Sales Team? [ 146]

[ Business / Management ]
Allowing self-limiting beliefs to constrain performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy, beliefs that can have an enormous impact, either positive or negative, on their sales achievement levels.

Submitted: 2006-08-16