1. Australian businesses wasting thousands of
dollars on sales training
Monday, May 3rd
2010
Sales Executives have a plethora of training publications to choose from and their managers
very readily send them off to course after course to keep their sales skills sharp. BUT who
exactly is training the sales managers themselves? Selling is all well and good but the people
management and motivational skills required by the sales manager is an area often forgotten.
Adelaide-based Sales & Marketing consultant, trainer and business advisor Craig Pickering
has recognised this huge gap in the market and has just released a book entitled Successful
Sales Management.
Craig, Adelaide born and bred Managing Director of 3C’s Consulting, says, "Sales Managers
are widely neglected when it comes to specific training or assistance. There are numerous
sales courses, management courses and books, but precious little written specifically for Sales
Managers. Considering the importance of their role, and the effect they have on their
businesses overall performance this lack of attention is astonishing.”
He continues, "My book, Successful Sales Management, contains detailed information in a
very concise format. It is all based on personal experience and what I have observed across
many years in the game."
Craig Pickering has enjoyed a varied and successful career in sales, sales management,
product management and senior executive roles working in industries including banking,
retail, insurance, manufacturing, consumer goods, telecommunications, IT, construction,
wholesale, finance, not-for-profit and education. His business articles are regularly published
in industry magazines and his work has taken him Australia wide, Japan and the UK.
The incredible detail contained in this new publication, which is readily available by on-line
order, covers every relevant topic, including:
• How to sell
• How to market your product
• Measuring sales performance
• Client Relationship Management
• Leading the sales team
• Setting budgets
• Conducting sales meetings
• Motivating your sales team
• How to hire and develop new salespeople
Glen Jones, CEO of Nationwide Lending, comments, “Congratulations Craig. I believe you
have created an essential business tool for any business who is not only wanting growth but
also desires to motivate and retain their personnel.”

2. 3Cs Consulting provides Contract Sales Management and training. For more information
about the business and Craig’s new book visit: www.3csconsulting.com.au
For interviews contact Craig direct on 0438 030 008.
About 3C's Consulting
As business and marketing consultants and providers of sales training and sales management
training, 3C’s Consulting delivers expertise in a number of key business areas. With
extensive qualifications and experience in more than a dozen industries, we can make a
difference to your business.
Craig Pickering
Ph: 0438 030 008
Mob: 0438 030 008
URL: http://www.3csconsulting.com.au
Email: craigp@3csconsulting.com.au