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Using assessments when recruiting salespeople

By / / Assessments, Call Reluctance, Recruitment & Sales Recruitment, Sales Assessments, Sales performance, Sales Talent

Your sales teams are the primary human face of your organisation and – still – identifying and retaining high performing sales talent continues to elude many businesses. 

A successful salesperson will not only enable your organisation to ride out the economic uncertainty but will also ensure you are ready to seize the opportunities that present during the recovery.

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the …

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Generation Equality in Sales = much better sales results

By / / Attitudes & Behaviours, Common Ground, Ethics & Values, Gender & Sales, Sales performance, Sales Results, women-in-sales

This Sunday, 8 March 2020, marks International Women’s Day and the United Nations’ theme for 2020 is:

I am Generation Equality: Realizing Women’s Rights.

The theme is aligned with UN Women’s new multigenerational campaign, Generation Equality, which marks the 25th anniversary of the Beijing Declaration and Platform for Action.

Given the theme of Generation Equality it seems only apt that we take a look at what women and men can learn from each other when it comes to having successful sales careers. But before I dive into the topic in more depth here is a brief history on how …

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What to do when there’s panic in the air…get focused & get selling

By / / Attitudes & Behaviours, Case study, Life Skills, Opportunity, Prospecting, Resilience, Sales Driven Organisations, Sales performance, Sales Results, Sales Tips, Success

I’ve been around long enough to have lived and worked through major recessions, financial crises i.e. GFC, and general downturns in business and survived, if not thrived during these times. Why?

The clever investors, business and salespeople look at downturns in markets as opportunities to get further ahead. They look at the evidence at hand, the trends that are emerging and see opportunity, when many others see disaster. I don’t mean that these people are blithely skipping through the day oblivious to the challenges facing communities, markets and economies.

The truth is they are probably far more aware of all the challenges …

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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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Selling Better, Faster using Real Time Sales Education

By / / Coaching, Collaboration, Customer Service, Education in Sales, Environment & Sustainability, Optimism, Sales Coaching, Sales Driven Organisations, Sales performance, Sales Results, Sales Skills, Sales Training, sales-process-map, Selling Better, Solution Selling

I’m feeling elated.

I’m feeling vindicated.

I’m feeling very optimistic about the future of sales education and sales mastery.

Three weeks ago we started working with and coaching a telesales team of 9 people based in regional NSW.

Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and attributed it to the training we are doing.

Now that’s something to be optimistic about.

How did we do this?

Our focus was to help them sell better, faster using real …

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Using ‘Intelligent Practice’ to enhance Sales Mastery & Results

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales performance, Sales Process Maps, Sales Results, Sales Skills, Sales Tips, Sales Training

In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance.

Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM and reporting, with little or no time for reflection or developing mastery in their core capabilities seems to be the lot of many sales teams today.

When we rush through tasks, client …

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Is your organisation your worst ‘Sales Blocker’?

By / / Attitudes & Behaviours, Collaboration, Customer Service, Sales Driven Organisations, Sales performance, Sales Results, Strategy, Success

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on.

The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why it’s not always the salesperson’s fault.

There are many reasons why salespeople are prevented from carrying out their sales duties effectively. This article is about highlighting the blockers or blockages in their way – intended or unintended.

Let’s explore these blockers and see how we can remove them …

Is your organisation your worst ‘Sales Blocker’? Read Post »

Are your salespeople stumbling at hello?

By / / Assessments, Attitudes & Behaviours, Sales performance

We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help.

For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also identify how much initiative, energy and drive an individual devotes to proactive sales prospecting and the amount of energy spent …

Are your salespeople stumbling at hello? Read Post »

We all want better sales performance, but what works best?

By / / Attitudes & Behaviours, Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Success

Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly.

Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term.

We’ve outlined three different approaches organisations take to improve sales performance and their impact.

Annual sales training session/conference – 1 or 2 day workshop

Effect
Result score out of 10

Popularity
9

Long term effectiveness
2

Team building
7

Risk
5

Return on investment
3

This is by far the most popular choice amongst sales managers and business leaders. However, the question that needs to be asked …

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