Investing in any kind of change or training program can be expensive – in time, commitment, will power and often at the cost of happy working relations, in addition to the financial cost. Many change programs are abandoned or at best unnecessarily dragged out due to a shift in focus, new personnel, low levels of buy-in, poor… Continue reading Making Sales Change Stick
Could your choice of decision maker contact be stifling your ability to close a sale? Not just close a sale, but could they also be increasing your sales cycle time, reducing your profit and increasing the cost of the sale? I think so…and here’s why sales people should always consider selling at Director level initially,… Continue reading Select Your Contacts Wisely
What gets measured, gets done What gets measured, drives behaviours These are two of the most important statements when considering Performance Management for the Sales Team. I have worked with many organisations to introduce performance measurement matrices, as well as having reviewed the same when consulting to increase sales importance in other organisations. The following is… Continue reading Are Your Performance Measures Driving the Correct Behaviours and Outputs?
Sales teams forget what they are selling….fact! I know this to be true, and often the longer the sales person has been in post the truer the statement becomes. Disagree with me? Ok…here is the challenge. Just listen to how many times the average sales pitch includes the word ‘we’. Whatever number it is, you… Continue reading It’s Not All About You….Beware of the ‘We’ Word