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Soft skills or technical skills? Where you should invest in this digital disruption era

With all the talk about disruption, digital technology, and the relevance of human intervention in sales industries like insurance broking and others, a recent report by Deloitte’s Access Economics reinforces the relevance of soft skills.

Not only does the report state that soft skills drive business outcomes, it goes on to highlight that […]

‘Dive In’ but know how to measure and leverage what’s in your pool!

The diversity and inclusion focus is still relatively young but gaining momentum.

The ‘Dive In’ initiative in the insurance industry, sponsored by Lloyd’s and delivered around the globe (most recently in Australia) is testament to this and a great step forward, but there is more to do in order for organisations […]

What’s sinking your sales? | Improve your team’s sales effectiveness

Many people in sales know this but it’s like an itch you can’t help scratching. Often you know you’re doing it, but you just can’t help yourself! Diving straight into solution mode is the biggest thing getting in the way of your sales effectiveness.
What’s the risk of diving into solution […]

What does the first moon landing have to do with hitting great sales numbers?

There is nothing wrong with shooting for the moon when it comes to your great sales aspirations.

However, if we draw a comparison, going to the moon is damn hard – sales doesn’t have to be. But perhaps we can borrow some ideas and structure from these Apollo missions.

Going to the […]

Proof is in the pudding – sales training works!

It’s always great to get feedback straight from the coalface when clients have put into practice the skills they’ve learned, and to see great results from sales training.

Over the past two weeks we have been providing sales training to system engineers (SEs) for one of the world’s most dynamic and […]

Do brokers have what it takes to thrive in a hard insurance market?

It’s not something insurance brokers have had to worry too much about in recent times. In fact, not since the early 2000s, and we may not see that sort of severity this time around. But how will brokers cope if we do see a considerable or even moderate shift in […]

The simple reason golfers (salespeople) don’t get better!

One of the most frequent things I hear as a teacher is: “when I had the training I got it but I couldn’t put it into play. I guess I went back to my old habits.”

So what are the reasons for this recurring phenomenon?

I am suggesting an arrangement to allow […]

Survey says insurance brokers amongst least trusted – don’t let perception become reality

Survey says insurance brokers amongst least trusted – don’t let perception becomes reality
New research has shown that just 10% of Australians regard insurance brokers as highly ethical and honest.

This places brokers as the fourth least trusted profession only ahead of car salesman, advertising workers and real estate agents.

Whether you agree […]

Diversity of thinking…Pick your board of directors from history!

Companies today have realised that diversity is their ticket to remaining relevant into the future and prospering. Workplace diversity is not a trendy catch phrase, it’s a good business decision.

A 2015 Mckinsey report on 366 public companies found that those in the top quartile for ethnic and racial diversity in […]

Why technical product training is hurting your sales!

It goes without saying that if you’re selling a product you need to know something about it. But this technical knowledge and training needs to be balanced with client engagement skills.

If, as a company, you focus your energies on product and technical training and ignore the softer skills around client […]