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Category Archives: Training

What Business Acumen do Sales People Need?

June 6, 2013 – 1:57 pm

When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]

By John | Also posted in Coaching, Customer Focus, Executive Selling | Tagged business drivers, business issues, buying, calling high, gathering information, sales competencies | Comments Off on What Business Acumen do Sales People Need?

Business Acumen for Sales People

May 21, 2013 – 1:19 pm

I speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]

By John | Also posted in Executive Selling | Tagged business drivers, business issues, calling high, sales competencies | Comments Off on Business Acumen for Sales People

The Challenger Sale

May 10, 2013 – 6:47 pm

Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]

By John | Also posted in Sales Attitude, Sales Process | Tagged business issues, complexity, customer commitment, gathering information, sales competencies | Comments Off on The Challenger Sale

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 | Also posted in Sales Process | Tagged culture, sales competencies, training needs analysis | Comments Off on Creating competency based sales training

The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]

By John | Also posted in Coaching, Customer Focus | Tagged empathy, gathering information, question checklist, sales competencies, sales person | Comments Off on The Art of Sales

Sales Mindset – The Problem Solver

June 7, 2010 – 10:46 am

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all […]

By John | Also posted in Customer Focus | Tagged business drivers, business issues, customer commitment, priorities, questions, team energizers | Comments Off on Sales Mindset – The Problem Solver

Sales Energizer – SMARTER Questions

June 6, 2010 – 5:09 pm

As 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 […]

By John | Also posted in Coaching, Sales Management | Tagged question checklist, questions, team energizers | Comments Off on Sales Energizer – SMARTER Questions

Sales Training – Common Mistakes

May 28, 2010 – 12:17 pm

How many times has your company run sales training with no visible effect on the business after the training? There are many reasons that sales training fails, here are some of the most common: No Clear Objectives Many times we have been told by sales managers that their sales team can’t close, so they obviously […]

By John | Tagged sales cycle, sales managers, sales person, training needs analysis | Comments Off on Sales Training – Common Mistakes

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