How can we control our sales destiny in uncertain times?

By / / Attitudes & Behaviours, Self Development, Wellbeing

Salespeople deal with market ups and downs, political influence, people’s (customers, influencers, internal stakeholders, bosses, etc.) changing mindset and goals, etc. on a daily basis. Sales can be like herding cats on the best of days.

These factors and others can cause even the best of salespeople to be concerned because they are mostly outside the salesperson’s direct control yet we still have to meet our sales targets. So it’s not easy being a salesperson, especially in tougher markets. However, highly effective salespeople will tell you that while tough markets can be a real challenge, …

How can we control our sales destiny in uncertain times? Read Post »

How to avoid the 7 deadly sins of selling

By / / Attitudes & Behaviours, Sales Results, Sales Tips, Success

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 we can begin to rebuild our sales skills by putting in place healthy sales habits that lead to success.

However, even if you do not have the opportunity to attend good sales training or have access to …

How to avoid the 7 deadly sins of selling Read Post »

7 things you can do to immediately improve your sales operations

By / / Sales Driven Organisations, Sales Leadership, Sales Training, Success

Sales operations are complex systems with many moving parts. It is a constant juggling act for many sales leaders and business heads. What with:

Designing an effective sales strategy , right sizing sales teams , picking the right sales segments to sell to, delivering the right level of sales training, coaching their sales team, dealing with under-performers, key accounts management, managing and reporting on sales financials, liaising and linking with other departments across the value chain, boosting team morale, and so on.

It’s a very complex role. So where to start?

Here are 7 things you can do …

7 things you can do to immediately improve your sales operations Read Post »

Sales Trend 4 – Sales Training Methodologies are changing

By / / Education in Sales, Sales Essentials, Sales Training, Sales Trends

The fourth Sales Trend for 2014 is Sales Training Methodologies are going to change.

Sales training as we know it is not going to disappear. As the market becomes more complex and competition more virulent salespeople will need more, not less training. But they will also have less time to be trained. These two forces – increased competition with the need to up skill salespeople and less time for training – will make identifying different and effective training methods key to success.

Amongst the more evident challenges facing companies …

Sales Trend 4 – Sales Training Methodologies are changing Read Post »

Coming full circle & the ripple effect of doing good

By / / Attitudes & Behaviours, Collaboration

Have you ever wondered what the ripple effect of your actions has on other people, things and systems way down the line or beyond your immediate world?

Often in sales we are very focused on the person in front of us; the immediate client, the immediate transaction or result. In business we often focus on the bottom line, the markets, the ROI (return on investment).  All important of course for success in business and sales; however, I would like to focus our attention on what happens when we do good things whether they be for profit …

Coming full circle & the ripple effect of doing good Read Post »

Sales Trend 3: Sales Excellence Managers to find their true role

By / / Sales Leadership, Sales Management, Sales Training, Sales Trends

The third Sales Trend for 2014 is Sales Excellence Managers will find their real role. Historically, organisations employed sales training managers with the mandate of sourcing the best sales training and development materials, or alternatively developing sales training programmes for their organisations. However, the plethora of sales training and the confusion of training methods all being touted as ‘best practice’, coupled with the lack of training for sales managers led many sales training managers to expand their role, taking over much more than sales training and expanding it into part of the traditional …

Sales Trend 3: Sales Excellence Managers to find their true role Read Post »

How to keep your sales wheels turning

By / / Attitudes & Behaviours, Education in Sales, Sales Research, Sales Training, Self Development

Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, enlightened, highly effective sales people recognise that they need to invest in themselves, invest in their own learning and continuous development, make …

How to keep your sales wheels turning Read Post »

How to give your sales force a competitive advantage

By / / Sales Driven Organisations, Sales Leadership, Sales Strategy, Sales Trends

Which sales trends will most affect your business?

How can you make the most of these changes?

How can you steer your sales strategy to deliver sustainable results?

How can you give your sales force a competitive advantage?

These questions were posed at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation  we presented a very enlightening and informative speech on what we can do and how we can navigate our way using the 12 …

How to give your sales force a competitive advantage Read Post »

Why we need Sales Superheroes

By / / Business Acumen, Sales Trends, Uncategorized

Why do we need Sales Superheroes?

This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation, business and sales leaders from a wide range of industries gathered to listen to our guest speaker James Thomson, Companies & Markets editor of The Australian Financial Review  and the Barrett team discuss how we can navigate our way in 2014 and beyond and …

Why we need Sales Superheroes Read Post »

How to build a High Performance Sales Unit

By / / Performance Management, Sales Driven Organisations, Sales Results

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 vexed questions too – not easily answered. Here’s why… Unlike a computer which is a complicated system that has predictable outputs, sales operations are complex systems with many variables and unpredictable outputs. Yet, many sales leaders from around the world continue …

How to build a High Performance Sales Unit Read Post »

Scroll to Top