Business leaders do all sorts of things to prop up a failing sales and business development team. All sorts of things. Many of them costly. Some of them risky. Sometimes both. A new CRM system with higher level of functionality, a bigger suite of reports and a more intuitive interface won’t improve your sales team….but… Continue reading How to REALLY Make a Positive Difference to Sales Results
Earlier this week I posted about how to recruit Sales Performers, so it’s only right to close the loop and look at how you keep these sales super stars once you’ve recruited then to your business. Why is this so important? Every single piece of research that has been completed across many industries, and many millions… Continue reading 104% – 320% Increase in Profits Due To One Factor…
…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…
Every single buyer is different. Every single sales person is different. The skill, which rests primarily on the shoulders of the sales person, is to find a common interface so that the boundary that may exist between the buyer and the seller starts to disappear until such a point that it is almost impossible to… Continue reading Your Sales Team – Make or Buy?
The great thing about sales is there is typically a direct relationship between correctly applied effort and results… when I first started working in sales I had no issue with spending Saturday mornings scanning the industry magazines for leads as it always meant I got at least 10 new business opportunities per week and at… Continue reading New Sales Kid on The Block?
Too often I find myself working with organisations that have a history that fits the following pattern; Their new sales recruits either leave within the first 2 months or are there for life….and very few fall in between these two extremes. The organisations are forced to consider… Is it that the on boarding was ineffective in… Continue reading Sales Recruitment – What’s the Cost?
Competition for great sales people is tough. Recent trading conditions mean that speculative job searches by talented sales people have diminished. Keen to be seen as loyal and benefit from current job security, they are keeping their heads down. Likewise savvy employers and making sure they look after their key sales performers. Do I think… Continue reading Attracting and Retaining Sales Talent