cultivating-positivity-and-teams-leads-to-better-productivity-and-culture

Cultivating Positive & Productive Sales Teams & Cultures

By / / Attitudes & Behaviours, Blog, Collaboration, Competition, Human-centred, Leadership, Sales Culture, Sales Leadership, Sales Management, Sales performance, Sales Results

I want you to imagine a field sales team of 20 B2B salespeople, each of whom has their own well-defined sales territory (it could be industry-based or geographical, doesn’t matter) and sales targets. They have access to sales support and customer service. Every month this sales team, including sales support, meets (virtually and occasionally in person) to workshop their territory plans looking at what’s working and what’s not.

These meetings are focused on moving forward and how to get better sales traction and deliver on results. Sure, each salesperson is required to enter their activities and deal progress in the CRM …

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8 management essentials

By / / Blog, Leadership, Sales Leadership, Sales Management

Sue spoke with Chris Ashmore from Business Essential Daily about the 8 essential functions that sales leaders need to master.

Sales and sales management are quite different. Sales management is a particular skill that people can’t just pick up once they have been thrust into a leadership position. There are not many people that can pull this role off well naturally, so we have to develop these capabilities in our sales leaders.

You can listen to the 9:15 minutes interview here.

Or, if you prefer, you can read …

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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

Blog Podcast

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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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7 things you can do better

Why Collaboration, not Competition, leads to better sales results

By / / Attitudes & Behaviours, Blog, Collaboration, Common Ground, Competition, Ethics & Values, Sales Management, Sales performance, Sales Research, Sales Results, Selling Better, Success, Teamwork

Traditionally, the trope of the solo sales superstar or rainmaker has ruled the hearts and minds of many. Lauded for ‘single-handedly’ winning major accounts, bringing in the most amount of deals, or some other super human sales feat, what might surprise those not as familiar with sales and how selling works, is that none of these sales superstars could have achieved their results without the help of others, because no one lives or works in isolation.

Despite the popular myths, it has been known for nearly 20 years that the most successful salespeople are collaborators and team players, not individual sales …

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I can see opportunity in my sector. How can I make the most out of it?

By / / covid-19, Customer Service, Opportunity, Optimism, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation

Crises bring many challenges but they can also bring many opportunities. New opportunities and new markets or micro markets emerge, new ways of doing business open up, new customers become available and we need to be ready to adapt quickly to those opportunities. It might seem difficult at first to pivot to the new – and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the …

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How do I keep the business going?

By / / covid-19, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation, Sales Strategy, Sales Training

It might seem difficult –and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the right advice, training or up-skilling you can land safely. Luckily, we have more than 208 seconds to get your business ready.

We have remote solutions in place to help you:

  • Develop your COVID-19 Sales Strategy & Plan: This process provides the best starting place to allow you, senior leaders and your sales team …

    • How do I keep the business going? Read Post »

    How to stay open for business: Selling Better during this crisis and beyond.

    By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

    Do you remember the plane that landed on the Hudson River in New York City in 2009?

    Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

    The most important factors in this successful landing were that the captain and co-pilot were …

    How to stay open for business: Selling Better during this crisis and beyond. Read Post »

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