You would be surprised how many sales people are still doing generic sales pitches, ill thought out, barely researched, treading the same path to the prospects door as the competitors – it’s a very crowded approach, and after all, there can only be one winner. I was listening to a program earlier this week, where… Continue reading Why Following Your Competitors is Costing You Pure Profit and Sales Opportunity Today
The first thing I have to stress here is this: If your path to sales success and a successful sales month is full of super critical, mega important things you just MUST do….then nothing is important and almost nothing on that list will get done effectively. How to I know? I’ve seen too many organisations… Continue reading Stop! Don’t Be Busy…Be Effective.
Yes predictability may have negative connotations in many instances, including business to a certain degree, I guess it depends on whether you are enjoying your current trading conditions or not. As part of any sales turnaround, predictability is one of the key things to strive for – positive predictability. Without going into the long version… Continue reading Business Predictability in a Sales Turnaround
How many sales people in your sales team are hitting target? How many are hitting targets consistently? How many will hit their quarter target? Do you know why your sales team’s performance is the way it is? Over the past four years, various sources, including CSO Insights, have reported that 36 to 46 percent of… Continue reading Still Paying and Praying for Sales Results?
Maybe a better question is… Would you spend time decorating a house that was structurally unstable? Training the sales team properly is costly…time and money. Here are a few things you should look at before you think about booking sales training: 1. What are the sales management skills like in the team? 2. Is the… Continue reading TRAINING THE SALES TEAM – IS IT WORTH IT?
How much potential sales revenue do you have in your sales pipeline? How much of that do you think you will ever actually invoice? When do you think you will invoice it? What makes you sure of that revenue figure? Could you say specifically where those revenues will come from – what prospects – or… Continue reading Unblocking the Sales Pipeline?
Leading your company, or your sales team, through tough trading times is a rewarding role. Increasing market share, maximising sales profits, building a healthy sales pipeline and building strong profitable relationships are worthy rewards for those who have the skills and tenacity to conquer adversity and a challenging market. Achieving these things takes innovation and great… Continue reading Sales Innovation and Leadership – Available Now