Mastering the Sales Management Essentials

By / / Attitudes & Behaviours, Business Acumen, Coaching, Education in Sales, Sales Coaching, Sales Forecasting, Sales Leadership, Sales Management

What are the Sales Management Essentials and how do we master them?  Well firstly Sales management and leadership is not about selling!

In fact when one examines the role of the modern sales leader it quickly becomes evident that there just isn’t time to sell. Equipping sales leaders to perform the tasks for which they are responsible, and sustaining the momentum of the sales force in its drive for incremental value and volume, at the same time as continuously improving the customer experience, is a challenge that demands a high degree of maturity, dedication, …

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How do your clients really perceive you?

By / / Attitudes & Behaviours, Business Acumen, Communication, Education in Sales, Mindful selling, Prospecting, Role Clarity, Sales Coaching, Sales Culture, Sales Leadership, Sales Relationships

Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they think about you and your company?:

  • ‘I’m so glad I’ve met you; my life/business is better off for knowing you.’
    or
  • ‘Oh that guy (gal), yeh they’re pretty good’
    or
  • ‘They’re nice but I don’t always have the time to chat with them’
    or
  • ‘That arrogant so and so’
    or
  • ‘Aghhh, I don’t trust them, get them out of my office now’
    or
  • ‘Who?’

    • Good relationships take time and effort to build and create something really valuable …

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    A seismic shift in the way we sell

    By / / Attitudes & Behaviours, Brand & Reputation, Ethics & Values, Sales Leadership

    If you were looking for things to settle down and a return to the good old days of selling in 2012 and beyond think again. We’re never going back. It’s now time to adapt and forge a new path for sellingin your business.

    Selling is now everybody’s business and everybody lives by selling something with ‘A Seismic shift in the way we sell’ voted the seventh most important sales trend for 2012 fromThe 12 Sales Trends of 2012by our readers.

    The way we sell and the way we do business …

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    Why Sales doesn’t have its rightful place at the boardroom table?

    By / / Education in Sales, Sales Culture, Sales Driven Organisations, Sales Excellence Acadamy, Sales Leadership, Sales Management, Sales Pioneer, Sales Training, Self Development

    The 8th August 2012 was a milestone for Professional Salespeople around Australia: until that day there had been no officially recognised benchmark for professional selling at tertiary level. Whereas Finance, Marketing, Production, Engineering, IT, Business Administration, Research & Design, Human Resources, Logistics, Procurement and even Entrepreneurship all have recognized tertiary qualifications, Professional Business Selling is the last role in the Value Chain to be officially recognised in this space. So here we are – It has taken over 100 years for Selling to make it on the Australian Tertiary Curriculum.

    Here’s a speech given …

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    Sales on the University agenda? – The final results

    By / / Attitudes & Behaviours, Sales Leadership, Sales Research

    Sales has been excluded from the academic landscape, until now. Barrett is one of the first consultancies to ask the question: Should selling be studied at degree level at University?

    Why?

    Based on Barrett’s long standing involvement in sales and the development of sales professionalism, we wanted to fully understand how people think and feel about the profession of selling not being studied at Australian universities and business schools and how strongly they felt about its inclusion.

    Specifically, Barrett wanted to delve into the perceptual reputation of the profession of selling within our communities and the “usefulness” of having sales qualifications at …

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    100m Prospecting Sprint. On your marks. Get set. Prospect!

    By / / Attitudes & Behaviours, Prospecting, Sales Culture, Sales Driven Organisations, Sales Leadership

    Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes do not leave prospecting to chance. They make sure that making prospecting sales calls features regularly in their weekly sales activities. Many experienced sales people make sure they do two or three 2 hour blocks of prospecting every week: calling on both new and existing accounts looking for new business opportunities. By doing this they make sure that they always have viable, …

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    Are you wasting valuable selling time?

    By / / Sales Culture, Sales Leadership, Sales Management, Sales Results, Uncategorized, Wellbeing

    When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell 40% of the time. What we mean by this is that many salespeople spend more time in administrative non selling duties and travel than actually selling.

    So when it comes to sales productivity and performance, many companies could dramatically improve their sales results by removing the obstacles that keep their salespeople …

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    5 questions every Sales Manager should answer

    By / / Business Acumen, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Results, Sales Tips

    Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers; they know how long a deal takes to come to fruition, the length of the sales cycle, the dollar value of the average deal, and so on. However, successful sales leadership demands a deeper awareness of what’s going on within the

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    Recognition or Praise?

    By / / Attitudes & Behaviours, Communication, Education in Sales, Emotional Intelligence, Sales Leadership, Sales Management, Sales Motivation & Rewards, Sales Relationships, Sales Results, Sales Talent, Sales Tips

    Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise!

    Yet for some reason, many sales managers find it challenging to show their appreciation for their sales people’s efforts, reluctantly doling out praise as if it was in short supply. …

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