Voted in the TOP 10 Motivational Speakers in Australia!

Formerly a management consultant with the international sales/revenue generation specialist. Ian has global experience working with a large range of national and international clients, including companies such as CHEP, Brambles, Sensis (formerly Yellow Pages), Wesfarmers, Cleanaway, Smorgon Group and Redken. His expertise creates the means for clients to make their revenue strategies happen.

Prior to his years as a management consultant, speaker and facilitator, Ian progressed up the corporate ladder at a remarkable speed. With practical experience as a sales representative, supervisor and Sales Manager, Ian was appointed State Manager of a multi-million dollar business at the age of 24.

Today, Ian is in constant demand and is booked to speak/facilitate for 200 days a year. His excellent people skills not only assist companies and individuals to build and implement practical sales tools, but also to minimise the resistance associated with adopting new ways of working. Effective Coaching of others, understanding motivation and engaging your workforce or clients, are also major focus points for Ian.

Testimonials

" I have had a staff member that was approached by another business to go and work for them. They offered more money for a similar position in an area where the employee would be closer to his family and work with systems that he was familiar with. He felt that these systems were better than the systems we operate with.

By using the NASA approach of using open questions, I let the employee tell me exactly what it is that he needed. I offered him a NUTSUM and reached Agreement before I went anywhere near offering any solutions. This made the entire meeting about him and what he needed to stay on board with us, rather than me just telling him the reasons why I wanted him to stay. In the past, an automatic reaction would have been to offer him more money and hope for the best.

I then offered him solutions based around his needs, highlighting the differentiating features and benefits of working for our business. One of the interesting things was that the money button, that we always seem to press when an employee comes to us with something like this, was not his motivation. The solutions were based around his needs which were also his motivators, of recognition and career opportunities."

Branch Manager

Smorgon Steel Reinforcing, Australia

" I went to see a customer last week that has not bought from us for the last 2 years. I have been chasing him over that time, but I have never got to the heart of the problem.

I used the NASA approach and found that he did not know that we had an estimator on site. When he left us two years ago we were sending our estimates off site to be done. This was causing some heart ache for him because he was waiting so long for prices to come back.

He has now agreed to send his plans to us for take offs."

Branch Manager

Smorgon Steel Reinforcing, Australia

CEO Online - your business resource

CEO Online is a 24/7 global centre of learning, with an expansive research library, providing the latest in management development and thought leadership from around the world. Read Ian's article, titled "Guaranteeing The Revenue Result.". Here's what people are saying!

G'day Ian,

That's a good article about "Guaranteeing The Revenue Result." I did a double take when I read the headline and had to dig right in!

Why do so many CEOs and CFO-types continue to look at history (which no longer exists) and the mysterious pipline guesses of the sales force? Sales forcasts and projections are useless without tying then directly to activity targets. Every day I must rush headlong out of my comfort zone should I expect any growth.

Senior managers need to stop relying on what the sales force hopes or thinks might happen in the future (which doesn't exist either). I love your weighting of potential opportunity based on the real-time activity status. Now we can start measuring something more predictable, tempered by conservative factor esimates. Even a signed contract is not 100 percent in-the-bag sale!

Thank you for giving us this brilliantly simple measurement, even prediction tool.

 -Chuck