Category Archives: Strategy

Why we need to sell results not solutions

‘Results not Solutions’ was voted as the Number 5 Sales Trends for 2011. If you’re business is about selling packaged or aggregated solutions you may be in for a rude shock – the world of selling has changed yet again. The world has moved on from selling solutions to delivering results. Selling solutions is a […]

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How satisfied are you with your sales incentive plan?

A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars. Specifically, a good sales incentive plan design: • uses performance metrics that are aligned with the company’s overall strategy; • supports and is consistent with the overall […]

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Transitioning from the old sales paradigm to the new world of social sales

When I began my career as a professional sales person in the early 1980’s we were trained in product and client communication skills focusing on handling objections. We were given business cards, product brochures, a geographic territory of clients to manage and grow, and a car to get around in. We did not have mobile […]

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Are your sales people at risk of leaving?

How many of your sales people are thinking about a career move right now? How many of them have come back from their holiday break wondering if they are in the right role or company? Sales people are one of the highest “at risk” groups in terms of turnover (average of 26% compared to the […]

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Are you ready for Sustainable Selling?

Sustainable Selling was voted by you as the number 10 Sales Trend for 2010. With the green agenda comes Sustainable Selling. More and more questions are being asked by many about how we can best manage this relationship now and for future generations? I recently attended and spoke at the 6th CIPS Australasia Annual Conference […]

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When should we appoint a Sales Manager?

For many start ups and small businesses having a full time sales manager in place is not a viable option. Firstly, there is usually no one to lead and manage in the sales function however, the function of sales management should be on your ‘To Do List’ as a business owner/manager even if you are […]

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Through the looking glass

Through the looking glass was voted by you as the number 8 Sales Trend for 2010. Many sales people are tired of being told that they need to sell like someone else to be successful. Many are unsure of what they should be modelling. Too often they are told to ‘just be like’ someone else […]

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What’s the difference between a member, a client and a customer?

What’s in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services, experiences, donations, etc. Different industries can have different terms for the consumers of their products and/or services. We see terms such as customer, client, patient, […]

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Is internal competition eating away at your sales results?

Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in the 21st Century! There are a growing number of businesses adopting more collegiate, lead team approaches. However, despite different types of cultures, sales performance and […]

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How do you create future sales superstars?

How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the tools, processes, plans and support essential to our success. Knowing full well what you were getting yourself into. For most, if not all of us, […]

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