Category Archives: Sales Results

Making the most of Up Selling & Cross Selling

Do you sell one thing and one thing only? Probably not. I suspect your business has a range of things it can offer. And I suspect that many of these things can be integrated together to make an end-to-end solution or various combinations that lead to much larger sales. If this is the case, then […]

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Missed & Lost Sales Opportunities

Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients? If this is happening to you, consider your sales effectiveness and your sales efforts from these two angles: Missed sales opportunities. Lost sales opportunities. If market conditions are right, and you have good products or services, […]

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Influencing vs Negotiating

It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we profile critical qualities for successful sales performance in many businesses, large and small, is telling a very different story. Before you invest your training dollars […]

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Selling and managing are not the same

Last week I spoke about sales burnout and the challenges many SME business owners have of being all things to all people including, usually, the main sales person and sales manager.Like many people, I have known that selling and managing are not the same thing. They are two very distinct jobs with different demands and […]

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Professional Visitor or Professional Sales Person?

I am seeing a lot of time wasted by sales staff aimlessly chatting with clients. How often are you left with the feeling that your sales people are seeing clients, but beyond the “hello” and general chat, nothing of substance is happening? I call it the phenomenon of “professional visitation”. Often the cause can be […]

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You can’t improve salespeople without improving sales management first

I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don’t see a company make the mistake of focusing exclusively on salespeople in trying to improve sales performance. Experience has shown that sales managers are even more critical than sales people for […]

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The trouble with sales training

What impact does attending a sales training program have on change? It all depends on what type of training format your sales people attend. Too many companies look for quick fixes and waste heaps of money in the process. Firstly forget Event Style training – you know those one day RAH RAH sessions that promise […]

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