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Archives

Yearly Archives: 2012

Creating competency based sales training

March 23, 2012 – 4:38 pm

I have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people.  In fact, I have done this a number of times for large global companies, but I have never documented the actual approach and methodology I followed in designing, developing and implementing this […]

By John | Posted in Sales Process, Training | Tagged culture, sales competencies, training needs analysis | Comments Off on Creating competency based sales training

 

Coaching – the Sales Manager’s most important tool

February 14, 2012 – 8:45 pm

“Catch a man a fish, feed him for a day.  Teach him how to fish and feed him for life”  – unknown. Of all the tools available to a sales manager to drive the performance of individuals in their team, coaching has been shown to be the most important in terms of achieving business results.  […]

By John | Posted in Coaching, Sales Management | Tagged Coaching, sales competencies, sales managers | Comments Off on Coaching – the Sales Manager’s most important tool

 

Knowing your metrics – driving the pipeline

February 14, 2012 – 8:38 pm

Graphically a pipeline, often called a funnel, looks like the diagram shown here.  It should contain all of the leads and prospects that you generate through marketing and business development activities.  These will then convert into opportunities that your team are working on and track their progress through the sales stages.  The pipeline takes on […]

By John | Posted in Sales Process | Tagged CRM, metrics, pipeline | Comments Off on Knowing your metrics – driving the pipeline

 

Fishing where the fish are – segmentation

February 14, 2012 – 8:24 pm

The span of control for first line sales managers can now be is high as 12 or 15 sales people, so the amount of joint customer calls is greatly reduced.  So being able to control where the sales team are spending their time is key to making the team’s numbers. This is a massive topic, […]

By John | Posted in Customer Focus, Sales Management, Sales Process | Tagged business drivers, segmentation, strategy | Comments Off on Fishing where the fish are – segmentation

 

Creating meaningful value propositions

February 14, 2012 – 8:13 pm

The first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know.  This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition.  To do this, sales people need to be able […]

By John | Posted in Customer Focus, Sales Management, Sales Process, Uncategorized | Tagged business issues, gathering information, sales managers, sales person, value proposition | Comments Off on Creating meaningful value propositions

 

The changing requirements of the buyer

February 14, 2012 – 8:00 pm

The starting point in the redefining of any customer facing activity should be the customer.  So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to customers? Original sales training was focused on getting sales people to fully understand the features and benefits of their […]

By John | Posted in Customer Focus, Executive Selling, Sales Management | Tagged buying, change, gathering information, relationship | Comments Off on The changing requirements of the buyer

 

Business Development Strategies

January 30, 2012 – 5:34 pm

Times are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people.  But no-one told you that selling was easy! So what is the standard response from sales managers (VPs/Directors/managers) to this situation?  Unfortunately it […]

By John | Posted in Customer Focus, Executive Selling, Sales Management | Tagged Coaching, priorities, sales managers, value proposition | Comments Off on Business Development Strategies

 

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