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The Stuff No One Teaches You About Human Engagement

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Communication, Education in Sales, Human-centred, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Self Promotion, Uncategorized, Wellbeing

In 30 seconds

We all need to know how to engage, relate, and persuade people. It’s part of life. So, how do we learn to make memorable introductions, deliver compelling presentations, effectively position ourselves for career promotions, and navigate our way through a myriad of human relationships without falling to pieces? When it comes to presenting and engaging with others, a lack of skills can fill people with fear, especially when you’ve never been taught how to manage yourself in these situations. I see this all the time. As one MBA student told me recently on a Narrative, Presence and Presentation …

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We’re All in Sales – An Internal Team’s Journey

By / / Attitudes & Behaviours, Blog, Education in Sales, Everybody Lives By Selling Something, Human-centred, Sales Skills, Value Based Selling

In 30 seconds

Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & Inclusion.

Initially unsure about their needing to know how to sell, these teams have embraced the concept of incorporating human-centred solutions and value-based selling strategies into their interactions with internal stakeholders. Whether providing consulting support, ensuring compliance, reporting accurately, or promoting diversity, these teams need to engage, listen to, and persuade their clients to adopt new ideas and practices aligned with corporate goals and governance obligations.

As the Audit & Risk Team said, ‘We’ve …

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Boost Sales Leadership to Boost Sales

By / / Blog, Coaching, Education in Sales, Leadership, Learning and Development, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Training

Every business wants better sales performance from their salespeople and to have happy, loyal clients.

If you look at the overwhelming content online about sales problems and issues, it focuses mostly on salespeople and their performance.

But what about Sales Leadership?

Sales Leaders are given little support when it comes to being competent in their role. In fact, many Sales Leaders are given no formal training in sales management, leadership, or coaching.

Perhaps the way to solve the problem of ‘better sales performance’ is to start by raising the standards of our sales leaders so they can lead and manage their sales teams better.

These …

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Sales skills future-proof careers and margins

By / / Blog, Digital credentials, Education in Sales, Human-centred, Learning and Development, Sales Skills

We have discussed the importance of soft skills in the past, in fact, it was one of our 12 Sales Trends for 2020.

However, this is an increasingly relevant topic. It is estimated that by 2030 soft skills will be key in 2 out of 3 jobs. Those with the right skills in the right context will increasingly choose how, where and when they work, and businesses that invest in developing their employees’ soft skills will benefit, too. It’s been estimated by Deloitte Access Economics that employees with effective soft skills could increase revenue by more than $90,000 …

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Decarbonising Sales Training

By / / Blog, Decarbonising, Education in Sales, Environment & Sustainability, Learning and Development, Sales Training, Sales Trends, Sustainability & Environment

Sales trend 9 of the Barrett 12 Sales Trends Report for 2022 is about the changes we need to make to training and development programs to progress a decarbonised sales operation and how those changes have a positive impact in the ROI of training and development initiatives.

How much time do salespeople spend on the road, in cars or planes, in hotels, conference venues, away from work and their customers, to attend classic training events like a 2-day sales conference or days of workshops at headquarters? So when we talk about decarbonising sales training the question is twofold: Is it …

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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 …

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hybrid-selling is here to stay

Hybrid Selling is here to stay

By / / Blog, Education in Sales, Hybrid Selling, Learning and Development, Remote selling

We have been saying this for a while, and now the numbers are in. Research from McKinsey shows that 94% of B2B decision makers say the hybrid sales model -combining in person, video call, online chat, etc.- is equally or more effective than the traditional sales model -mostly in-person meetings- from before the pandemic. It seems that buyers had been waiting for some time for sellers to offer more alternatives than face to face meetings.

This is great news for sales teams, there’s much to gain from a hybrid selling (or buying model). We can now do business …

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Achieving a better ROI on Sales Training

By / / Blog, Education in Sales, Learning and Development, Remote selling, Sales Essentials, Sales Growth, Sales Results, Sales Skills, Sales Training, Selling Better

It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of course, the answer to the question is different for each business, but using a simple example, here are 3 basic options currently widely available and the results you can expect from each:

  • Do nothing but expect improved results
    Hope is not a strategy.
    Investment: zero.
    ROI: uncertain
    This is still very common across businesses and prevalent in a number of industries because …

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    Soft Skills, Selling, and Micro-credentials

    By / / Blog, Customer Service, Education in Sales, Life Skills, Sales Skills, Sales Training, Selling Better

    How systematically are you and your team developing Soft Skills?

    Soft Skills are now seen as the new hard skills for the 4th Industrial Revolution. They are referred to as employability and enterprise skills. They are transferable between industries and occupations. Soft skills include things such as communication, teamwork, and problem solving, as well as emotional judgement, professional ethics, and global citizenship. These universal soft skills also form the foundations of good selling and customer service.

    Deloitte Access Economics forecasts that soft skill-intensive occupations will account for two-thirds of all jobs by 2030, compared to half of all jobs in 2000. The …

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    3 Sales Myths Busted

    By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Remote selling, Uncategorized

    In the era of fake news, conspiracy theories, and opinions galore, it’s important to get our facts straight. Speaking with sales and business leaders, salespeople, and service teams over 2020-2021, we are finding many are rapidly changing their beliefs, minds and opinions about the true value and benefits of remote selling and remote sales training and, as a consequence, reaping the rewards. However, there are many ‘traditionalists’ still holding onto myths and outdated sales and training stereotypes that negatively affect their bottom line.

    What we do know is that change is in the air, opportunity is everywhere, and no one wants …

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