our blog

Browse through an assortment of blog posts by our very own experts and specialists. Our team has spent many years of delivering sales training and management development to a multitude of brands and partners. Here is where they impart their experience and knowledge they gained. Improve your understanding of the inner workings of your industry and how to apply this knowledge in your company’s day to day operations.

Jeremy Blake on March 26, 2018

With the changing of the clocks, overnight we are handed an extra hour of daylight. The question is what are you going to do with it?

In the Nordics this is the beginning of seasons where...

Bob Morrell on March 2, 2018

We commented recently on the Toys R Us situation – and now they’re gone, on the same day that Maplin goes. Over 5,000 people out of a job and big questions around ‘how this could happen?’ filling...

Jeremy Blake on February 22, 2018

Why James didn’t Buy - a short story
As James parks his car in town to head to the hardware store, he sees that it is covered in scaffolding and his access into the...

Bob Morrell on February 6, 2018

One of the problems with Board meetings is that they very rarely allocate enough time to focus on what’s happening right now. When the Board...

Jeremy Blake on December 21, 2017

The role of marketing is to generate enquiries. The role of sales is to convert those enquiries.

Most marketing people are paid a salary that is fixed and based on their level and years of...

Bob Morrell on December 21, 2017

Wandering around the Arndale Centre in Manchester, in early December, I became more and more concerned for the sanity of some of the retail colleagues I saw doing their jobs. Not only were they...

Jeremy Blake on November 16, 2017

Most companies are obsessed by like for like figures and what has just happened in their business. Their other biggest focus is the future. Where are we going? What are my sales forecasts? What’s...

Bob Morrell on October 13, 2017
We love running company-wide, motivational events. You meet up with the client and talk about the exciting, once a year get together, where a few hundred people, would all arrive in one place...
Bob Morrell on October 4, 2017

Many years ago I worked for a sales department of a local newspaper. This was in the late eighties and all the salespeople had their own booth. It was cork lined so you could pin all your prices...

Jeremy Blake on September 7, 2017

Just before the summer break Reality Training ran two Brexit Briefing events.

These were developed to ensure business leaders learn what they have to do to support and inspire their sales...

Bob Morrell on September 7, 2017

The economic indicators are on a downward spiral. In fact, unless you are an exporter, you’re probably having a tough time to maintain your position, or match last year’s performance. As a...

Bob Morrell on July 25, 2017

One of our customers is very naughty. What this person does is get us working on projects ahead of the official procedure. So when they are questioned on it, by a superior,  the response is ‘well...

Ann Harris on April 11, 2017

Reality Training are excited to announce that we have launched a new programme for Team Leaders.

From our experience on projects and partnerships with our clients lasting between two and...

Ann Harris on March 30, 2017

The higher up you go within an organisation, the bigger the decisions, or the consequences of those decisions, get. Either way there also seems to be an ever growing population of managers who run...

Jeremy Blake on March 2, 2017

Before we consider business, let us consider school. Were you competing on your own when you were at school, is your son or daughter flying solo, or are they already delegating?

Malcolm...

Bob Morrell on February 27, 2017

Over fifteen years ago, Jeremy and myself both worked for different companies. I had moved from Ziff Davis to Expedia, and Jeremy was with Yellow Pages.

What those organisations didn’t know...

Jeremy Blake on December 14, 2016

Twenty years ago, I was teaching English as a foreign language at St Clare’s Oxford on their summer school.

On our first day of induction training I met my fellow teachers for what would be...

Bob Morrell on November 26, 2016

To answer this question, we must first define what a Sales Manager ‘with targets’ actually does.

   1. Creates the targets.
   2. Have them amended by someone higher up.
   3....

Bob Morrell on September 1, 2016

Leadership has changed in the last 30 years. As a young manager with a small team I had to manage several difficult situations. One was an under-performing rep, who was resting on his laurels and...

Jeremy Blake on July 14, 2016

As a leader you motivate people to do their best in the present so that the future is better.

You, more than anyone, must keep the future in mind and be prepared to change and shape the...