As anyone who reads my blog regularly knows – I have a love hate relationship with the term Sales 2.0 – personally although it’s called Sales 2.0, I would rather it be called Sales and Marketing 2.0. If we look at the basic definition of Marketing – taking your product/service to the prospect’s playgrounds and… Continue reading Sales 2.0 – Catch Up or Get Caught Out
Some of the first things I look at in any sales team turn around are: What is being measured? How it is being measured? Why it’s being measured? How that information is being used? Is this the most empirical reporting of this information – is it the most basic? What gates are used in the… Continue reading Key Sales Metrics to Watch – Make or Break
Running a successful sales team is the best feeling in the world. Running a sales team that is working hard and getting the results they deserve is the second best feeling in the world. The worst feeling in the world is managing a sales team that is not producing the results they want, need or… Continue reading How Much Do You Really Know About Your Sales Operation?
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?
Being a sales person is not the job it used to be. Markets are definitely not what they used to be. In the current climate we have to ask whether we are trading in conditions that are still influenced by the economic recession or whether this is the new economy…. either way, the sales team still have to do the numbers,… Continue reading Creating Great Sales Coaches – Every Month – Sheffield
You may well have seen these oft quotes figures before. However, so powerful are they, I think they are worth reviewing: 2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the… Continue reading Easy Ways to Increase Sales Performance
Are Your Sales Team Helping Your Competitors to Prosper? Of course not, what a stupid question!! You would think the answer should be fairly obvious really….but is it? What if I told you I’ve personally seen evidence of this happening? Would you believe me then? Well, maybe you would and maybe you wouldn’t and that’s… Continue reading Are Your Sales Team Helping Your Competitors to Prosper?