Sales Leadership · Sales Management · Sales Training · Solution Selling

You Should Never Be Too Busy For This…

If you are in sales you may have read the reports that say social media is absolutely fab, can draw in high numbers of ‘interested’ parties and can generate you more telephone numbers and emails than you know what to do with (which is true) BUT….there is still a high level of concern regarding that first… Continue reading You Should Never Be Too Busy For This…

Sales Audit · Sales Leadership · Sales Management · Sales Recruitment · Sales Training · Sales Turnaround

Why Under Performance Might Be a Bigger Problem Than You Think…

…and what to do about it According to the CSO Insights (www.csoinsights.com) report earlier this year 42% of sales reps (their words not mine) failed to hit quota last year, an increase for the first time in three years. The report reckons that this is due to firms increasing targets, and even though sales teams had… Continue reading Why Under Performance Might Be a Bigger Problem Than You Think…

Sales Leadership · Sales Management · Sales Recruitment · Sales Training · Solution Selling

What Would You Do?

Imagine that the next sales pitch you do will set the tone for the rest of your sales life. That’s right. If you get the next sale – you will have a great sales life, crowned as a success in your industry, sought after and envied across the sales profession. Similarly, if you fail to… Continue reading What Would You Do?

Sales Recruitment · Sales Training

Uncovering the Professional Sales Interviewee…

”Sales people should interview really well surely? After all, isn’t that what they do every day all day – sell themselves?” Fair question I think (In fact the question came from a colleague of mine who does psychometric testing across all professions) The truth is, the question is a fair summation of what SHOULD be.… Continue reading Uncovering the Professional Sales Interviewee…

Sales Audit · Sales Change Management · Sales Consultancy · Sales Innovation · Sales Strategy

Are You Aiming to Fail?

Sales change and sales transformation is a huge area of expertise, and this is neither the time nor the place to explore every bit of it. Visiting a client last week to review progress and plan for the next three months, my client commented on how it’s not taken as much time or effort as he thought… Continue reading Are You Aiming to Fail?

Sales Audit · Sales Leadership · Sales Management · Sales Strategy

Average Deal Size Dropped by 25% Last Year

It’s been reported recently that the average B2B deal size dropped by 25% in 2013, this is according to a summary of the CSO Insights ‘Sales Performance Optimisation Study’ (www.csoinsights.com) for B2B sales in this months edition of ‘Winning Edge’ (www.ismm.co.uk) Is that true for your business? The summary report states that this is probably due… Continue reading Average Deal Size Dropped by 25% Last Year

Sales Audit · Sales Change Management · Sales Leadership · Sales Management

Sales Performance Improvement – Are You Falling Into The Trap?

Sales Performance Improvement If you’re in sales then you know that this is an industry where constant change is part of the function. I, probably much like you, read 100’s of sales articles a week, talk to many sales professionals (and some sales un-professionals) from many diverse industries, plus I digest a handful of current… Continue reading Sales Performance Improvement – Are You Falling Into The Trap?