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Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

Audit Your Sales System to Sell Better Faster in FY 2023-24 Read Post »

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Get badged! Get properly recognised for your sales capabilities

By / / Assessments, Blog, Education in Sales, Learning and Development, Sales Essentials, Sales Training

There is nothing like that feeling of accomplishment, especially when we’ve stepped outside our comfort zone and learnt something new, challenged our abilities, or put the work in to better ourselves and attain levels of mastery in core disciplines and reap the rewards.

Independently, people undertake learning via self-study or courses to better themselves every day, whether it’s for work, career, or just personal interest. Some get university degrees or certificates to validate their study and accomplishments.

However, many of us participate in courses and programs offered by our organisations or we might do some online course to better ourselves but how …

Get badged! Get properly recognised for your sales capabilities Read Post »

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5 minutes to assess your sales operations

By / / Assessments, Blog, Business Growth, Sales Benchmarking, Sales Consulting, Sales Culture, Sales Growth, Sales Operations, Sales performance

Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of the problem.

Traditionally, sales leaders, and sometimes Learning and Development professionals, equate poor sales performance to lack of skill and/or will within the sales team and so the obvious solution is sales training. However, more often than not, lack of sales skill and/or will is only part of the problem.

Here are the most common issues we find in sales operations that negatively affect sales results:

5 minutes to assess your sales operations Read Post »

The Unsung Heroes of Brand Success

Recruiting and Retaining Salespeople

By / / Assessments, Blog, Recruitment & Sales Recruitment, Sales Assessments, Sales Talent

Many of our clients have been looking for salespeople over the last few months and their experience seems to reflect what the stats are saying: it’s taking longer to fill these positions and the turnover is higher.

Our sales teams are the primary human face of our organisation and so these are critical roles.

Let’s look at recruitment first 

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the right salespeople.

We have been using …

Recruiting and Retaining Salespeople Read Post »

Why your company needs a Sales Strategy & Operations Audit NOW

By / / Assessments, Blog, Case study, Role Clarity, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Strategy, Sales System, Strategy

Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?

The answer: Conduct a Sales Strategy & Operations Audit.  

However, sales strategy is too often neglected, and it can be the difference between business failure and profitability.

For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …

Why your company needs a Sales Strategy & Operations Audit NOW Read Post »

kick start your sales growth

Seven Things to Kick Start Sales Growth in the New FY

By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

No mucking around. Let’s get straight to the point.

Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

So here are 7 things you can do to get real sales traction and sustainable sales and business …

Seven Things to Kick Start Sales Growth in the New FY Read Post »

Are you treating symptoms or the cause? Doing sales assessment right

By / / Assessments, Blog, Call Reluctance, Prospecting, Sales Assessments, Sales performance, Sales Skills, Sales Training

The competent carpenter’s saying is this: measure twice, cut once.

We know that selling is a complex role with many moving parts.

Producing great and consistent sales results as a salesperson and team is 80-90% reliant on Lead Indicators – the key Input Activities & Behaviours – the relevant knowledge, skills and mindset around sales & account planning, prospecting & new business development, solution selling & key account management, etc. that we, as professional sales people and teams, need to execute everyday on a consistent daily basis. The other 10-20% is reliant on the right sales strategy, sales processes & tools, training …

Are you treating symptoms or the cause? Doing sales assessment right Read Post »

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We have to talk about prospecting

By / / Assessments, Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales performance

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Every business needs to prospect for new clients and customers, as well as prospect for new business in existing client accounts. Even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to benefit from knowing how to prospect well. …

We have to talk about prospecting Read Post »

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Using assessments when recruiting salespeople

By / / Assessments, Call Reluctance, Recruitment & Sales Recruitment, Sales Assessments, Sales performance, Sales Talent

Your sales teams are the primary human face of your organisation and – still – identifying and retaining high performing sales talent continues to elude many businesses. 

A successful salesperson will not only enable your organisation to ride out the economic uncertainty but will also ensure you are ready to seize the opportunities that present during the recovery.

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the …

Using assessments when recruiting salespeople Read Post »

How should I assess a sales recruit?

By / / Assessments, Attitudes & Behaviours, Call Reluctance, Recruitment & Sales Recruitment, Sales Talent

Last time I wrote about what we should be looking for in a good sales recruit.

This time we will look at how we go about assessing a sales recruit.

There are a myriad of ways you can assess someone – some are legitimate and purpose built for sales recruitment while other methods wouldn’t stand up in a court of law even if they work for you. 

Let’s take intuition or gut feel for instance.

There is nothing wrong with using your gut feelings or intuition; however, using it as your only source of assessment criteria will make it hard …

How should I assess a sales recruit? Read Post »

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