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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B2B Field sales force to halve

By / / Attitudes & Behaviours, Communication, Customer Service, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Pioneer, Sales Tips, Sales Training

What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?

With ‘Field Sales Force Numbers To Halve’ voted the sixth most important sales trend for 2012 from The 12 Sales Trends of 2012 by our readers, these are critical questions business and sales leaders need to ask themselves if they want to have an effective sales effort.

WHY? With access to so much information available and a plethora of …

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Would You Listen to You?

By / / Attitudes & Behaviours, Business Acumen, Call Reluctance, Communication, Education in Sales, Sales Culture, Sales Results, Sales Skills, Sales Tips

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting their sales opportunities even further. In sales there is a fine line between persistence and stalking a prospect. Did you know:

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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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Know Thy Customer – Buyers in the Driver’s Seat

By / / Attitudes & Behaviours, Coaching, Communication, Sales Driven Organisations, Sales Relationships, Sales Tips

Robyn Creed our Head of Coaching hales originally from country NSW and recently spent a relaxing weekend mustering cattle on her sisters’ 11,000 acre property north of Jerilderie, in NSW. Here is her account of the cattle industry and how buyers are truly in the driver’s seat when it comes to customer buying preferences. “Over the course of the weekend we discussed many interesting facts in relation to producing quality cattle and I realised that like the Apples’ and Samsungs’ of this world cattle producers breed cattle based on the specific needs of what their …

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Top 10 Tips when Negotiating

By / / Attitudes & Behaviours, Communication, Education in Sales, Life Skills, Negotiation, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Self Development

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed. Negotiation can be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward. …

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8 Top Tips To Stop Yielding and Start Earning

By / / Call Reluctance, Coaching, Prospecting, Sales Assessments, Sales Tips, Sales Training, Yielding

Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be damaged if you are perceived as pushy or intrusive? Do you hesitate to prospect, sell or self promote due to a reflexive fear of being considered too pushy, intrusive, or selfish? If you recognise any of these behaviours you might just be suffering from the debilitating behavioural issue known as ‘yielding’ which affects many sales people and keeps them from earning what they are worth. …

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5 top tips on how to produce a winning sales proposal

By / / Communication, Prospecting, Sales Tips, Success

A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing they don’t get maximum value or return from their efforts. Often reduced to quoting prices or at worst just a ‘find and replace’ to change the client company name, sales people can do a lot better for themselves as well …

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Let’s not assume

By / / Attitudes & Behaviours, Communication, Sales Skills, Sales Tips, Uncategorized

There is an old saying “assume makes an ASS out of U and ME” and for good reason. Too often sales people find themselves jumping in too soon, offering premature solutions when it comes to dealing with a prospective client’s needs or priorities.

Often they begin with the best of intentions by asking some preliminary questions of the prospective client. But many sales people report finding it hard to continue asking questions when opportunities present themselves during the course of the conversation. Instead, they want to begin talking about possible options …

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Like exercise, prospect a little each day and stay sales fit

By / / Call Reluctance, Prospecting, Sales Skills, Sales Tips, Sales Training, Self Development, Success, Time Management

Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task of prospecting anxiety provoking and tend to put off the prospecting task in favour of more desirable or less frightening tasks. Yet in their desire to escape prospecting they inadvertently set themselves up for greater issues in the future.

Prospecting is the oxygen that fuels the fire of sales. Prospecting involves a series of sequential activities designed to:

  • Identify your prospect
  • Qualify your prospect
  • Prioritise your prospect

Prospecting is therefore a step-by-step process for identifying …

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