Only dead fish go with the flow….and that’s a fact of nature. They hang in the water, until they putrefy, but in the meantime they’re pushed this way and that, swayed by the currents they have no control over, pushed to places they don’t want to be….. I see too many businesses like this. Those… Continue reading Beating the Competition AND Growing Your Business
Is everyone in your business ready to make the most of the sales opportunities? 10 things the whole business should be doing to generate more, high quality sales leads and close more deals at a higher profit. 1. Make sure your product or service brings value to your buyer group. If it doesn’t – you have… Continue reading 10 Ways to Efficiently and Effectively Make More Sales (or How Not to Give Profit Away)
Sales people are the ultimate change agents. Every single day they pick up new knowledge, fully immersed in their industry and sector they push the boundaries of what buyers can do and how buyers can use what they sell. If you really want to know what’s going on in your industry, ask a professional sales… Continue reading Has Your Business and Sales Team Jumped the Sales Divide?
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?
Recent research conducted by Nightingale Conant and their associates in to Sales Performance has confirmed what we have always believed are the key areas of differentiation between performing sales teams/organisations and those that are failing to get the results and rewards they deserve. In summary, they surveyed 2,663 sales led organisations, seeking to establish the… Continue reading What’s Stopping Your Sales Team Succeeding?
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?