Rethinking Sales Incentives – The Science of Motivation

By / / Attitudes & Behaviours, Sales Management, Sales Research, Success

‘Rethinking Sales Incentives’ was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50 years. However throwing more money at sales teams to perform better, especially in these more complex and creative times may be a thing of the past. While the ‘carrot and stick’ approach has been reasonably successful for most sales teams in the twentieth century, especially when sales people were simply selling product, scientific research is showing if you …

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5 top tips on how to produce a winning sales proposal

By / / Communication, Prospecting, Sales Tips, Success

A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing they don’t get maximum value or return from their efforts. Often reduced to quoting prices or at worst just a ‘find and replace’ to change the client company name, sales people can do a lot better for themselves as well …

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Avoid the Brain Drain – Why Brain Fitness Equals Better Sales

By / / Attitudes & Behaviours, Brain Science, Neuroscience, Neuroscience in Sales, Sales Psychology

What does neuroscience and increased sales have to do with each other? It seems more than we would think. The latest research into neuroscience reveals that how we use our brain does make a huge difference to our long term sustainability, our overall wellbeing and our success in sales and other professions. The world of neuroscience proves what high performers have intrinsically done all along – by engaging in effective self appraisal, continuous learning, a healthy lifestyle and a mindful approach to work and one’s personal life leads to clearer thinking, better decisions and much …

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The New Age Customer

By / / Customer Service, Procurement, Sales Leadership, Social Media

In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping facing daily decisions about purchasing locally or overseas, and B2B sales teams challenged with moving from selling product transactions to being business people who can sell value and ideas. It’s no wonder that businesses are grappling with the new age customer who has emerged looking somewhat different in this new climate.

Sales leaders often struggle with the changing dynamics of the customer relationship. The Sales …

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