Customer Satisfaction & Retention Booster

By / / Attitudes & Behaviours, Customer Service, Marketing, Sales Management, Sales Relationships, Sales Results, Sales Tips, Success

It is five to ten times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should be serious business. We already have the most powerful marketing tool to boost customer satisfaction and increase customer retention, as well as improve employee morale and develop new products and services that are exactly what our customers want and need. The problem is that most companies don’t use it.

There is no more useful tool in our marketing armoury than our front-line sales and service people. …

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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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Industry Experience and Product Knowledge aren’t enough

By / / Business Acumen, Education in Sales, Recruitment & Sales Recruitment, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Strategy

As much as people want Sales to be considered a science the reality is that Sales has always combined a collection of facts with human judgments (or estimates). What this means is that there is no analytic approach that can single-handedly guarantee sales success. Result – Sales is likely to always be a mixture of art and science. So how do you sure up your success to gain that competitive edge? For the last few decades when transactional, product-pushing sales was all that mattered, most

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Stop Throwing our Salespeople and Sales Managers into the Deep End

By / / Education in Sales, Role Clarity, Sales Coaching, Sales Culture, Sales Leadership, Sales Management, Sales Relationships, Sales Training, Success

Isn’t it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case? Isn’t it about time that we had frank conversations with our potential recruits about what sales and sales manager roles really entail and make sure our recruits really do have the skills, mindset and knowledge to take on the …

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The Difference Between Selling and Negotiating

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Mindful selling, Negotiation, Sales Coaching, Sales Culture, Sales Management, Sales Skills, Sales Training, Success

Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able to negotiate’ when upon further inspection they first need to learn how to sell. The reason many rely so much on negotiating is that their initial sales job was a poor effort. They neglected to properly establish the clients’ real priorities and needs and didn’t demonstrate how they can help the customer achieve results; financially as well as via their products, services, knowledge or intellectual …

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Make Sales Coaching THE priority & coach your way to success

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management

What sales leader wouldn’t like to see shortened sales cycles leading to more comprehensive deals with better margins? These are just some of the benefits of effective sales coaching. ‘Make coaching THE priority and coach your way to sales success’ was voted the second most important sales trend for 2012 from The 12 Sales Trends of 2012 by our readers. This comes at a critical time for business. Selling is now a highly skilled role requiring skilful people to execute sales strategy, win new clients, grow and retain existing …

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Turning Underperformers Into Sales Winners

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Results, Sales Training

Underperforming sales people plague sales managers and organisations in every industry sector. Over the decades business leaders have adopted an assortment of tactics to combat and address this issue, with most showing little in return. Some large businesses have a policy to let go of the bottom 10-20% of sales performers each year and replenish with new sales blood. Other organisations are too slow to address the real issues affecting poor sales performance often tolerating incompetence. Neither strategy is useful, leaving people operating in a climate of fear or mediocrity. …

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What Athletes, Top CEO’s and Pop Stars Have in Common

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Training, Self Development, Success

Elite athletes, pop stars, top selling writers, politicians, Fortune 100 CEO’s all have one thing in commonthey hire coaches to help them achieve their goals faster and become or maintain their ‘number one’ status. Elite performers see the value their coach brings to their craft. They know their coach will help them gain and create insights that transform their performance. The rest of us can take the same approach. Many salespeople see the value of hiring a sales coach to help maintain an edge internally and over …

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