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The Silent Coach

By / / Attitudes & Behaviours, Blog, Coaching, Sales Coaching, Sales Leadership, Sales Management

We’ve all seen the Business Development Managers (BDMs) who talk the talk of prospecting: they attend conferences, absorb sales advice, and quote best practices. Yet, when it’s time to act – to pick up the phone and engage – they hesitate. As a result, their skills remain untapped, opportunities slip by, and their potential goes unrealised.

This scenario finds a surprising parallel in the world of sales management. Consider a sales manager, equipped with coaching skills and development tools, overseeing a team poised for support. This setup holds tremendous potential to unlock greatness within the team. However, much like the BDM …

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measuring-sales-performance

Sales Performance – what are we really measuring?

By / / Blog, Coaching, Performance Management, Sales Coaching, Sales Leadership, Sales Management, Sales Measures - Inputs & Outputs, Sales performance, Sales Results

The prevalent way of measuring sales performance is a combination of KPIs. These include the obvious sales results, and a few others, like number of calls and meetings, new opportunities, etc.

However, longer sales cycles and more complex ways of selling like Solution Selling and Value Based Selling, or segmentation approaches like Strategic / Key Account Management demand a more sophisticated approach to measuring effectiveness. The biggest challenge when measuring the performance of our sales teams is how to measure quality rather than just quantity of sales results.

Leaders need to move from a deficiency orientation …

Sales Performance – what are we really measuring? Read Post »

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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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The 8 Sales Management Essentials

By / / Attitudes & Behaviours, Blog, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Tips, Sales Training

Most sales managers have sales experience. It makes sense from a career path perspective – you’re good at selling so your next logical career step is into sales management.

However, this is where the logic usually comes unstuck because selling and sales management are not the same thing.

Like a lot of salespeople learn selling by default – they fall into a sales career rather study and learn it by design – the same goes for sales management. Sales management is the least trained area of the management disciplines. Like selling, too many sales managers are left to fend for themselves, often …

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putting-the-trainer-back-into-sales-management

Putting the Trainer back into Sales Management

By / / Blog, Coaching, Education in Sales, Sales Coaching, Sales Essentials, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Skills, Sales Training

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Training salespeople is vital to healthy and sustainable sales performance. With markets becoming more complex and changing at rapid rates, ongoing development measures are imperative to help salespeople stay up to date and effective. Training needs to be periodic for it to have any effect. Regular ‘mini’ training sessions in short, sharp bursts combined with one-on-one coaching in the field makes for better and better sales …

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25 Years of Sales Leadership Evolution

By / / 12 Sales Trends Pages Category, Blog, Sales Coaching, Sales Leadership, Sales Management, Sales Trends

Blog Podcast

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On Barrett’s 25th anniversary, Sales trend 9 from the Barrett 12 Sales Trend Report for 2020 explores the evolution of Sales Leadership over the past 25 years and highlights what excellence in Sales Leadership looks like now.

This is a condensed version of Sales Trend 9, to read the original version you can download the report for free.

By guest …

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sales-teams-r-u-ok

Hey, Sales Teams RUOK?

By / / Attitudes & Behaviours, Blog, covid-19, Resilience, Sales Coaching, Wellbeing

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Thursday 10th September 2020 is International ROUK day.

We thought it would be appropriate to reach out to all the sales teams out there who are navigating their way through the pandemic and acknowledge that selling is a challenging career at the best of times, and COVID-19 has added a whole new level of pressure that can affect our mental health and wellbeing.

We …

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How do we enable our ‘pilots and crew’ to land safely?

By / / covid-19, Customer Service, Opportunity, Sales Coaching, Sales Consulting, Sales Leadership, Sales Psychology, Sales Skills, Sales Strategy, Sales Training

As a Learning and Development professional you can ensure your “pilots and crews” not only perform well during normal operations, but can also be equipped with the right training, coaching and support when the crisis hits.

Whether your business has been affected by the COVID-19 crisis directly or through the ripple effect along the supply chain and out to customers, your sales and service staff and their leaders are probably worried now -both personally and from the business point of view- about how to manage sales and service operations remotely with the disruptions the crisis might cause …

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how-do-I-keep-the-cabin-safe-and-people-calm

How do I keep the cabin safe and people calm?

By / / Attitudes & Behaviours, Coaching, Communication, covid-19, Opportunity, Recruitment & Sales Recruitment, Sales Coaching, Sales Consulting, Sales Measures - Inputs & Outputs, Sales Psychology, Sales Skills

In HR you support “pilots and crews” to help them run smooth operations. When a crisis like this one hits out of the blue, and sales and service operations are disrupted, if not brought to a complete halt, it is critical to help everyone get back on their feet again and find solid ground quickly and safely.

Whether your business has been affected by the COVID-19 crisis directly or through the ripple effect across the value chain from suppliers to the customer experience, your sales and service leaders and teams are probably concerned, both personally and from …

How do I keep the cabin safe and people calm? Read Post »

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