Category Archives: Sales Results

What does a successful sales team & culture look like?

happy-sales-team

Creating a viable, healthy, fit, and robust sales team and supporting culture takes effort, consistent effort. It doesn’t happen by chance. We have to be able to hold in our grasp –our thinking, our frame of reference– several aspects including purpose, strategy, performance standards, people, competition, change, technology, and of course, all of the variables […]

Read more ...

5 things you can do to improve your sales results now

5 things you can do to improve your sales results now

Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer than 5 years ago. And the decision making process usually involves a range of people not just one key decision maker. Making a good sale […]

Read more ...

How to avoid the 7 deadly sins of selling

Seven_Deadly_Sins_of_sales_500x250

The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is to admit that these bad sales habits are deterrents to our success. By breaking these bad habits down and see them for what they are […]

Read more ...

How to build a High Performance Sales Unit

high-performace-sales-people

How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance sales to flourish? These and other questions are on the minds of many sales leaders, and if they are not they should be. They are […]

Read more ...

Why ‘Point Solutions’ ruin sales operations

silver-bullets-dont-fix-your-sales-operation

What is a Point Solution? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix a specific problem or fast-track the implementation of a new service. Unfortunately, point solutions often don’t deliver meaningful or sustainable results. The sales training/consulting industry […]

Read more ...

Why managing sales inputs leads to sales disaster

frozen-phone-call

‘Selling is a numbers game’ has been said more times than any of us care to remember.  And yes, numbers are critical to sales, however some organisations place far too much emphasis on the managing the numbers, especially their obsession with their salespeople’s input activities – i.e. number for prospecting (cold) calls, client meetings, numbers […]

Read more ...

Customers are in control of the buying process

consumers-control-buying-process

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control of the buying process”. It is good practice for salespeople to control the sales process. At least that is the conventional wisdom driving the way […]

Read more ...

Questions deliver answers. What questions deliver sales?

questoins-deliver-sales

It is well known that questions deliver answers.  The real question in sales is ‘What questions deliver sales results?’  Asking questions and listening are at the heart of any effective selling situation.  Questioning and listening are critical; without them you have salespeople conducting monologues to an audience of bored, disengaged, frustrated customers.  Any self-respecting sales […]

Read more ...

Are your invisible sales managers losing you sales?

invisible-sales-manager

The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team.  The only way a sales manager can achieve this is by being AVAILABLE and RESPONSIVE to his/her sales team.  What does this actually mean in real world terms? This means getting out from behind […]

Read more ...

Hot bath turned cold – ditch the Rah Rah

hot-bath-tunrs-to-ice-cubes

Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term that is synonymous with the quick, sheep dip, Rah Rah motivational sessions that business leaders and sales managers run for their sales people in the […]

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Categories

Archives