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 …

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selling-is-everybodys-business

Selling is Everybody’s Business

By / / Blog, Customer Service, Sales Driven Organisations, Sales Results, Selling Better, Success

Selling is everybody’s business. Any organisation that wants better sales results need to start by recognising this.

Selling has to be a whole business focus. Every person in a business needs to understand and acknowledge that we are all in sales now. Everyone, from production, credit, procurement to post-sales service, is part of the sales value chain.

Customer service

What better example to illustrate this point than customer service? How many clients are lost each year due to bad customer service? Research across the world shows that anywhere from 65% to 91% of clients that have a bad experience with customer service will …

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4 tips to turbocharge your sales

By / / Blog, Business Growth, Call Reluctance, Prospecting, Sales Results, Sales Tips

‘He who hesitates is lost’ is a saying I have chosen to kick off this topic.

Why?

Over 50 years of empirical research into sales success shows that people who do not hesitate to prospect for new opportunities in new and existing accounts on a constant daily basis are five times more productive on average than their hesitant* colleagues. Five Times!

This research shows that businesses and their people can no longer rely on their technical competence, passive referrals, reputation, brand, or blanket advertising and marketing alone to bring in new business and revenue streams as they may have done in the past. …

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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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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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Selling Better in Extreme Conditions – Case Study

By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

Updated: February 2023

Case Study – Multinational Client B2B team  

In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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Achieving a better ROI on Sales Training

By / / Blog, Education in Sales, Learning and Development, Remote selling, Sales Essentials, Sales Growth, Sales Results, Sales Skills, Sales Training, Selling Better

It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of course, the answer to the question is different for each business, but using a simple example, here are 3 basic options currently widely available and the results you can expect from each:

  • Do nothing but expect improved results
    Hope is not a strategy.
    Investment: zero.
    ROI: uncertain
    This is still very common across businesses and prevalent in a number of industries because …

    • Achieving a better ROI on Sales Training Read Post »

    The Roadmap out of Lockdown

    By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Learning and Development, Sales performance, Sales Results, Sales Skills, Sales Training

    Australia’s Covid-safe future is weeks away now. Have you prepared the roadmap for your organisation, and particularly for your sales and customer facing teams?

    We still come across business leaders assuming this national roadmap will lead back to whatever normal their business experienced before 2020. Their salespeople will hit the road again, customers will visit their sales offices and shops as before, meetings, trainings, workshops will finally return to the board room, a conference hotel, or a classroom. But will they…?

    Trends across the globe[1] rather point towards a hybrid future, where face to face engagement and virtual connectivity will …

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    Staying in touch for all the right reasons

    By / / Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales Results, Sales Tips

    Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it – consistently.

    However, prospecting is probably the least favourite activity of people in business. Some people don’t know how to prospect which is a big deterrent to any task. But that can be easily fixed with training and coaching. Even so, others seem to find every excuse under the sun not to call someone.

    It’s not the right time. What if they are busy? What if they say …

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    Case Study – Human-centred Sales Systems Transformation

    By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

    The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service areas, marketing, and procurement and it includes 200+ people.

    The challenges when we started working with them late 2017-early 2018:

    • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
    • The business was in flux and sales and share price were in decline.
    • There was poor customer retention.
    • Several key brands were being disrupted.
    • Sales and services teams were not trained to deliver to …

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