“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 pmPosted in Coaching, Sales Management Also tagged Coaching, sales competencies Comments Off on Coaching – the Sales Manager’s most important tool
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 […]
Posted in Customer Focus, Sales Management, Sales Process, Uncategorized Also tagged business issues, gathering information, 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 […]
Posted in Customer Focus, Executive Selling, Sales Management Also tagged Coaching, priorities, 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 […]
Posted in Sales Management, Sales Process Also tagged complexity, consequences 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 […]
Posted in Closing, Sales Guides, Sales Management, Sales Process Also tagged gathering information, priorities, qualification, questions, sales competencies, 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 […]
Posted in Sales Management, Sales Process Also tagged business issues, qualification, questions, sales person Comments Off on The Art of Sales Management
Sales Training – Common Mistakes
May 28, 2010 – 12:17 pmHow 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 […]
Posted in Training Also tagged sales cycle, sales person, training needs analysis Comments Off on Sales Training – Common Mistakes
What Customers Want From Sales People
April 20, 2010 – 9:33 amDo you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding […]
Posted in Customer Focus Also tagged customer commitment, sales competencies, sales person Comments Off on What Customers Want From Sales People
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