…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 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?
Sometimes when running a Sales Team you need to have all the information and performance data at your fingertips on a very regular basis – maybe every 5 minutes depending on the size of the team and the industry you are involved in…and that’s great, you can do what you need to do as the… Continue reading 10 Tips for Lazy Sales Managers
Sales Training is a minefield. There is a school of thought suggesting that typically the person that learns most during the conventional stand and tell style sales training session is actually the sales trainer. I’m inclined not to disagree entirely with this. During any sales training, teaching someone how to sell consistently, sell professionally and… Continue reading Sales Training – Techniques and Ideas
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
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
Sales Performance Management: Time to let them go… One of the trickiest things in sales performance management is knowing when enough is enough. With this in mind, one of the most common questions I hear is – How long do I give this sales person before I cut my loss and move on, recruit again? Simple… Continue reading Sales Performance Management: Shall We Fire Him?