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The 5 Principles of Sales Excellence
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Sales Villains! – Changing the Face of Sales
Sales Villains! - Changing the Face of Sales If your entire knowledge of the sales industry is gained from watching TV programmes, it is hardly surprising that you may have a rather negative opinion of both sales and sales people! Sales and selling, as we mentioned in...
Facing Down the Stigma of Sales and Selling
Why is it that so many business owners, and in particular owners of small businesses, shy away from using the words sales and selling? All businesses need to sell to survive but why do so many people positively recoil at the very idea of being a ‘salesperson’? Could...
Sales Training: What is it Good For?
Sales training…what is it good for? Well, unless you have all the other basics in place as covered in our earlier blogs, the answer is… Absolutely nothing! You can put your teams through any number of sales training courses, and there are thousands of them (just run a...
Why Your Sales Processes Should Evolve and Grow
Why Your Sales Processes Should Evolve and Grow Last month we covered sales strategies and why it is absolutely vital for you to have them well mapped out in your business. This time we’re going to cover Sales Processes – what they are and why you have to have them...
Funnel Vision – The Sales Pipeline Management Board Game
If a traditional approach to learning does not work then why are looking for sales training that follows a traditional approach? I mean, you know what I'm talking about don't you...the slides, the classroom, the workbook and the role plays! The dread from your sales...
Why Every Business Needs a Sales Strategy
This month we are taking a look at SALES STRATEGIES – what they are, and why you need them in order to ensure your sales income is maximised. Basic Definition of Sales Strategy Here’s a clue – it isn’t simply throwing stuff out there (including your sales team!) and...
Why Successful Leadership Matters
In the previous article we highlighted the fact that for a business to thrive, sales need to be at the very heart of all business processes. We showed how creating a positive sales culture within an organisation affects not only the sales team but the entire workforce...
Put Sales at the Heart of Your Business Processes
Whether you are new to sales (or indeed business in general) or a seasoned veteran, you will surely have heard the term ‘sales culture’ being bandied about. Do you know what ‘sales culture’ is though, what it means and how getting it right can have a massive impact on...
Sales Coach – The Qualities to be a Great
Sport analogies are always a good for highlighting Sales behaviours and I'm using this tried and tested approach to emphasise the qualities of a successful Sales Coach. Trying to categorise the top qualities of a coach is no easy task. Top coaches come from different...
Sales Targets – set them now for next year!
The annual sales targets setting dance should have begun. What, it's not yet in your company, why not, get on with it! Honestly, sales targets setting is not something that can wait until January. I’ve seen too many companies waste the first quarter of the year...
5 Principles of Sales Excellence
The 5 Principles of Sales Excellence maximises the efficiency & productivity of your sales efforts. Companies spend somewhere between 5% to 15% of revenue on their Sales Professionals & if you really want to focus on growth this is around 20% of revenue. How...
Set Sales Targets That Get Smashed!
How to improve your Sales by setting Sales Targets the SMART way It’s not actually easy to set targets with no basis. It’d be like talking about how high you’re going to build a tower, without knowing how much material you have or if the foundations are secure....
Use Recognition To Drives Sales Results
Recognition has a very significant place in the growth ambitions of any sales organisation. Lets take at a look at some data points pertinent to recognition: When companies spend 1% or more of payroll on recognition, 85% see a positive impact on engagement 60% of...
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