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Blog

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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 […]

HOW CAN I MAKE SURE MY SALES TEAM HITS ITS TARGETS?

The job of all sales managers is to ensure that their team can regularly hit its targets. It’s far from rocket science, and in fact most sales coaches will tell you similar things, but we know that most working environments are hectic and challenging.
So what’s the challenge?
We need to be […]

IS YOUR TEAM THINKING BALANCED?

Progressive companies all over the world have started to realise that balanced ‘diversity of thinking’ is the key to remaining relevant and appealing to the broader population or client base.

Many companies are seeking to bring diversity to their business through gender, culture, background and age. It’s also why over a […]

Helping a great sales team sustain and grow their success

We recently spent a fantastic day with Össur, a global leader in non-invasive orthopaedics (Find out more about them on their website).

Above the Line Solutions ran their osteoarthritis (OA) and injury solutions sales team through HBDI (understanding thinking preference), whole brain interaction and questioning and responding.
About the team and the […]

What can businesses learn from ‘those’ disruptive politicians? (Yes really)

So what can we learn about disruption from politicians? It’s a pretty simple concept but it seems like it’s taking a hell of a long time to sink in:

FIND OUT WHAT’S IMPORTANT TO YOUR AUDIENCE, AND WHAT CONCERNS THEM THE MOST AND DO SOMETHING ABOUT IT!

We’re seeing a rise in […]