When looking at your expectations of your sales team, what is the reflection like of yourself as a sales leader?

Sometimes the way we sell is counter productive. Here are 5 Contradictory Sales Principles to consider

Realise your strategy into action utilising a one stop app. Turning goals into objectives, task and completion.

I asked a sales leader recently what expectations he has of the sales team this year - shorten sales cycle perhaps - no, improve win/loss ratio - no, mmmm. Do our sales leaders and sales people not raise their expectations because they are comfortable with the status quo?

Here are 3 things you could do to raise expectations for your sales team in 2021

Here is the scenario I would like you to consider. It's kind of a riddle.
For the last 3 months your quotation levels have increased by 50% - yeah you say. Closing ratio has halved though. "Get more quotes out there then" I hear you say. Not necessarily. Furthermore you also know that your market penetration has dropped.

So what is going on with your sales team? Check out this blog/video to get my take on what's happening which resonated with the NSM.

If you have ever wanted to change sales behaviours I bet you discussed, told, bribed (commission and bonus) and even yelled and still not get the change yo are after.

To assist sales leaders in their efforts to drive change we assist them to put into practice positive sales performance dashboards. Check out the blog post

Salespeople, like all other people, have strengths and weaknesses in their role. The most common salesperson weaknesses are related to the way they buy products/services themselves – We call this their buy cycle/process. - listen to the video of the explanation and how it creates a long sales cycle

Many people we come across have the identity that they are a consultant or technical advisor - their identity is about knowing stuff and how to fix problems. Then they are asked to create revenue opportunities and this is where the conflict begins. They did not sign up for this and yet they know if they do not assist with creating revenue they may not be able to fix problems. Here is a video of Michael Lang explaining how we assist those technical people to adopt an extra identity which makes it easier for them to engage with clients and prospects alike.

This is part of a series of video interviews to maximise who we engage with our markets. This one is on how to maximise your video engagement with clients/prospects. If you want them to want to communicate via this channel you might want to create a great experience. Check out the amazing tips from Dean Whitling a professional photographer/video producer.