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Monthly Archives: February 2012

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 , , | Comments (0)

 

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 , , | Comments (1)

 

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 , , | Comments (0)

 

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 , , , , | Comments (0)

 

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 , , , | Comments (0)

 

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