Reminder: Everybody lives by selling something

By / / Attitudes & Behaviours, Blog, Human-centred, Sales Results, Sales Skills, Sales Talent, Selling Better, Success

Everybody lives by selling something

Within a business, this means that everybody needs to be an ambassador for our organisation. There needs to be recognition that everyone is in one of two roles: 1) actively involved in selling, or 2) supporting someone who is. Without sales there’s no business.

Selling is a human domain

Selling isn’t the domain of salespeople, it is a human domain. For those of us who have talents and capabilities we want to take to market we need to harness the competencies of human-centred, ethical selling practices. Without this essential set of life skills, we cannot …

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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 »

    Soft Skills, Selling, and Micro-credentials

    By / / Blog, Customer Service, Education in Sales, Life Skills, Sales Skills, Sales Training, Selling Better

    How systematically are you and your team developing Soft Skills?

    Soft Skills are now seen as the new hard skills for the 4th Industrial Revolution. They are referred to as employability and enterprise skills. They are transferable between industries and occupations. Soft skills include things such as communication, teamwork, and problem solving, as well as emotional judgement, professional ethics, and global citizenship. These universal soft skills also form the foundations of good selling and customer service.

    Deloitte Access Economics forecasts that soft skill-intensive occupations will account for two-thirds of all jobs by 2030, compared to half of all jobs in 2000. The …

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    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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    The Characteristics of World Class Entrepreneurs & Change Agents

    By / / Attitudes & Behaviours, Blog, Entrepreneurship, Sales Skills, Success

    In my last article: Are Entrepreneurs & Change Agents Born or Made, we explored the importance of nurture, education, and environment to help cultivate our inner entrepreneur and/or change agent.

    This time I’d like to present a list of characteristics or qualities that are often, if not always, present in those who become world class in this space.

    While being born with high fluid intelligence, high openness to being creative and open to new ideas, and moderate agreeableness -i.e. being somewhat warm, friendly, and tactful with the ability to get along well with others- really helps, it shouldn’t stop …

    The Characteristics of World Class Entrepreneurs & Change Agents Read Post »

    kick start your sales growth

    Seven Things to Kick Start Sales Growth in the New FY

    By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

    No mucking around. Let’s get straight to the point.

    Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

    So here are 7 things you can do to get real sales traction and sustainable sales and business …

    Seven Things to Kick Start Sales Growth in the New FY Read Post »

    The new versatility in learning

    By / / 12 Sales Trends Pages Category, Blog, covid-19, Education in Sales, Learning and Development, Sales Skills, Sales Training, Uncategorized

    Sales Trend 7 from the Barrett 12 Sales Trends Report for 2021 explores the changes in Learning and Development that precipitated as a consequence of lockdowns and other restrictions.

    By Jens Hartmann, Head of Learning & Development – Barrett

    2020 has been a devastating year, there is no amount of glossing over that can change that. But, interestingly, it has brought positive consequences for some important aspects of Learning & Development. It fast-tracked and enforced changes that many people were reluctant to apply or didn’t know about. Within 6 months it had pushed people’s approach to learning further …

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    Are you treating symptoms or the cause? Doing sales assessment right

    By / / Assessments, Blog, Call Reluctance, Prospecting, Sales Assessments, Sales performance, Sales Skills, Sales Training

    The competent carpenter’s saying is this: measure twice, cut once.

    We know that selling is a complex role with many moving parts.

    Producing great and consistent sales results as a salesperson and team is 80-90% reliant on Lead Indicators – the key Input Activities & Behaviours – the relevant knowledge, skills and mindset around sales & account planning, prospecting & new business development, solution selling & key account management, etc. that we, as professional sales people and teams, need to execute everyday on a consistent daily basis. The other 10-20% is reliant on the right sales strategy, sales processes & tools, training …

    Are you treating symptoms or the cause? Doing sales assessment right Read Post »

    CPD for Sales Professionals – it makes sense

    By / / Blog, Education in Sales, Sales Driven Organisations, Sales performance, Sales Skills, Sales Training

    The very best sales training isn’t a once-a-year event, it’s ongoing, perpetual, and it’s about mastery and evolution.

    Achieving mastery in any profession requires awareness and understanding about self and the elements required to be effective in that profession – knowledge, skills, mindset, processes, tools. It also requires that we continue to measure and develop ourselves to these standards.

    That is why some professions, like law, accounting, financial planning, engineering, nursing, medicine, etc. require people to keep up their CPD education -Continuing Professional Development- or risk losing their licence to practice. They collect points over the year for all …

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    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

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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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