“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. […]
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Coaching – the Sales Manager’s most important tool
February 14, 2012 – 8:45 pmAlso posted in Coaching Tagged Coaching, sales competencies, sales managers Comments Off on Coaching – the Sales Manager’s most important tool
Fishing where the fish are – segmentation
February 14, 2012 – 8:24 pmThe 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, […]
Also posted in Customer Focus, 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 pmThe 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 […]
Also posted in Customer Focus, Sales Process, Uncategorized Tagged business issues, gathering information, sales managers, sales person, value proposition Comments Off on Creating meaningful value propositions
Business Development Strategies
January 30, 2012 – 5:34 pmTimes 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 […]
Also posted in Customer Focus, Executive Selling Tagged Coaching, priorities, sales managers, value proposition Comments Off on Business Development Strategies
The Law of Unintended Consequences
August 4, 2010 – 3:06 pmIt is interesting how companies and governments often fall into the trap of the law of unintended consequences. The basic idea of the law is that we try and set rules to create one set of outcomes but people (and sales people are really good at this) think of ingenious ways to use the rule […]
Also posted in Sales Process Tagged complexity, consequences, sales managers Comments Off on The Law of Unintended Consequences
Qualification Acronyms – Instant Sales Guides
June 14, 2010 – 11:36 amAcronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification. To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]
Also posted in Closing, Sales Guides, Sales Process Tagged gathering information, priorities, qualification, questions, sales competencies, sales managers, sales person Comments Off on Qualification Acronyms – Instant Sales Guides
The Art of Sales Management
June 9, 2010 – 1:23 pmFollowing on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a […]
Also posted in Sales Process Tagged business issues, qualification, questions, sales managers, sales person Comments Off on The Art of Sales Management
Sales Energizer – SMARTER Questions
June 6, 2010 – 5:09 pmAs I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on […]
Also posted in Coaching, Training Tagged question checklist, questions, team energizers Comments Off on Sales Energizer – SMARTER Questions
The Role Of The Sales Manager
April 26, 2010 – 10:59 amHave you noticed over the last few years how the role of the sales manager has changed? In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the […]
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