Brand your Salespeople

By / / Brand & Reputation, Marketing, Strategy, Uncategorized

Have you ever asked your salespeople what your company’s brand means? Chances are you will get different answers from different people – and chances are none of their answers will be entirely correct either. In spite of the investment many companies make on developing and promoting their brands to their customers, little is done to build the brand integrity internally. As a result there is often a disconnect between what a company promises to its customers and what the salespeople are saying.

Branding (amongst many things) is designed to stimulate an emotional expectation. Armed with the feelings, stimulated …

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100m Prospecting Sprint. On your marks. Get set. Prospect!

By / / Attitudes & Behaviours, Prospecting, Sales Culture, Sales Driven Organisations, Sales Leadership

Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes do not leave prospecting to chance. They make sure that making prospecting sales calls features regularly in their weekly sales activities. Many experienced sales people make sure they do two or three 2 hour blocks of prospecting every week: calling on both new and existing accounts looking for new business opportunities. By doing this they make sure that they always have viable, …

100m Prospecting Sprint. On your marks. Get set. Prospect! Read Post »

Are you wasting valuable selling time?

By / / Sales Culture, Sales Leadership, Sales Management, Sales Results, Uncategorized, Wellbeing

When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell 40% of the time. What we mean by this is that many salespeople spend more time in administrative non selling duties and travel than actually selling.

So when it comes to sales productivity and performance, many companies could dramatically improve their sales results by removing the obstacles that keep their salespeople …

Are you wasting valuable selling time? Read Post »

Customer Satisfaction & Retention Booster

By / / Attitudes & Behaviours, Customer Service, Marketing, Sales Management, Sales Relationships, Sales Results, Sales Tips, Success

It is five to ten times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should be serious business. We already have the most powerful marketing tool to boost customer satisfaction and increase customer retention, as well as improve employee morale and develop new products and services that are exactly what our customers want and need. The problem is that most companies don’t use it.

There is no more useful tool in our marketing armoury than our front-line sales and service people. …

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5 questions every Sales Manager should answer

By / / Business Acumen, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Results, Sales Tips

Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers; they know how long a deal takes to come to fruition, the length of the sales cycle, the dollar value of the average deal, and so on. However, successful sales leadership demands a deeper awareness of what’s going on within the

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B2B Field sales force to halve

By / / Attitudes & Behaviours, Communication, Customer Service, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Pioneer, Sales Tips, Sales Training

What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?

With ‘Field Sales Force Numbers To Halve’ voted the sixth most important sales trend for 2012 from The 12 Sales Trends of 2012 by our readers, these are critical questions business and sales leaders need to ask themselves if they want to have an effective sales effort.

WHY? With access to so much information available and a plethora of …

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Would You Listen to You?

By / / Attitudes & Behaviours, Business Acumen, Call Reluctance, Communication, Education in Sales, Sales Culture, Sales Results, Sales Skills, Sales Tips

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting their sales opportunities even further. In sales there is a fine line between persistence and stalking a prospect. Did you know:

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Recognition or Praise?

By / / Attitudes & Behaviours, Communication, Education in Sales, Emotional Intelligence, Sales Leadership, Sales Management, Sales Motivation & Rewards, Sales Relationships, Sales Results, Sales Talent, Sales Tips

Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise!

Yet for some reason, many sales managers find it challenging to show their appreciation for their sales people’s efforts, reluctantly doling out praise as if it was in short supply. …

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Industry Experience and Product Knowledge aren’t enough

By / / Business Acumen, Education in Sales, Recruitment & Sales Recruitment, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Strategy

As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this means is that there is no analytic approach that can single-handedly guarantee sales success. Result – Sales is likely to always be a mixture of art and science. So how do you sure up your success to gain that competitive edge? For the last few decades when transactional, product-pushing sales was all that mattered, most

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