What gets measured gets improved

What gets measured gets improved

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

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Why closing skill sets should not be the focus

Why closing skill sets should not be the focus

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

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Technical and Sales People - Can they be one?

Technical and Sales People - Can they be one?

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.

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So you are embarking on using more video's to differentiate yourselves

So you are embarking on using more video's to differentiate yourselves

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.

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The many forms of a sales person - what works in 2020

The many forms of a sales person - what works in 2020

Trevor’s video discusses the many different versions of sales people and how they should be engaging like in 2020 to improve their effectiveness. Your buyers have changed how they make decisions, have your sales people changed enough? Check out this video from Trevor to give you an insight to think about.

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What we can learn to improve our win/loss ratio from my print industry experience

What we can learn to improve our win/loss ratio from my print industry experience

So imagine how much business could be slipping through your fingers because your people do not follow up enough.

Statistics show that on average sales people give up after 3 attempts and yet prospects decide to engage after 5 - 7 attempts.

Read more of what is happened to me that frustrated me and brought the point home

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The Reason we lost the deal was we were too expensive

The Reason we lost the deal was we were too expensive

What if through doing one thing we could help you increase your win/loss ratio and improve your revenue, margin and marketshare and reduce your cost of sales? Here it is.

Track the reasons you lost a sale and interrogate them.

When I say interrogate them, what I mean – interrogate the person in your organisation providing the reason and if need be go ask the questions to the lost deal.

Read more of what is happening

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Why 'gamify' your mindset at sales could work

Why 'gamify' your mindset at sales could work

We usually find there is a disparity between what a sales leader expects and what the sales team members believe their top priorities are. It’s hard having a sales accountability conversation - we make it easier.

Read what is part of our sales accountability framework.

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Sales Accountability Frameworks

Sales Accountability Frameworks

We usually find there is a disparity between what a sales leader expects and what the sales team members believe their top priorities are. It’s hard having a sales accountability conversation - we make it easier.

Read what is part of our sales accountability framework.

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Have you heard of “Krulak’s Law”

Have you heard of “Krulak’s Law”

Have you heard of “Krulak’s Law”

The law is attributed to a US Army General Charles Krulak who “theorised that in an age of always-on cameras, cell phones and social networks, the lowly corporal in the field would have far more leverage and impact than ever before.”

Read what does this have to do with your client experience

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The 4 Brutal Facts In Sales

The 4 Brutal Facts In Sales

I use to say: if you do what you have always done you will get what you have always got. That is not true.

The outside world and market forces change and yes that maybe beyond your control. As a leader, all that matters is how you react with what is within your control. So face the brutal facts and make decisions on what you know. Read WHY we do not want to face the facts and yet should when it comes to sales effectiveness

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Does your sales team have the critical skill set needed in the current environment?

Does your sales team have the critical skill set needed in the current environment?

I was involved in a webinar this week focusing on Does your sales team have the critical skill set needed in the current environment.

Why average sales people pre covid are really going to struggle now and into the future.

Read and watch what is needed to focus on to grow revenue, margins and marketshare moving forward

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