We all want better sales performance, but what works best?

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Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly.

Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term.

We’ve outlined three different approaches organisations take to improve sales performance and their impact.

Annual sales training session/conference – 1 or 2 day workshop

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most sure you have. Countless times.

People do this all the time in our personal, professional and community lives. It is part of being a human.

So how did your efforts go?

Did you get their attention?

Did you convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It ...

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What’s in a strategy: business, sales and marketing strategies

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There’s usually confusion between sales and marketing strategies. So to avoid mix-ups, it’s always good to look at definitions.

Michael Porter defines strategy as the set of choices that define a company’s distinctive approach to competing, and the competitive advantages on which it will be based. There are two different levels: corporate strategy, which is the strategy for the business overall (the portfolio of businesses); and business strategy, which determines how each business will compete. Business strategy is a ...

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What are the biggest sales issues & opportunities for CEOs & Sales Leaders?

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Research done by our parent company, Barrett, on Sales Strategy and Operations shows several emerging trends across businesses in the public, private and Not for Profit sectors.

Here are some of the findings:

The biggest sales issues facing CEOs & Sales Leaders today:

  1. No clarity, communication or consistency: regardless of industry, every business lacked clarity of purpose, strategy and roles; had very inconsistent or poor communication practices; and no consistency of sales processes, standards, tools or resources across their sales teams
  2. Complete ...
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Promoting the best salesperson to a sales manager role might not be a good idea.

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Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity to fulfil that role in a competent manner?

Chances are your answer is ‘yes’.

This is a common occurrence in many organisations where people are continually promoted until they are no longer effective in their roles – basically they rise to their level of incompetence. This is referred to as ...

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Should clients pay for tender and RFP submissions?

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In principle, and ideally in practice, yes they should.

Why?

Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information).

The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers if they are requesting highly detailed responses and expecting to pay nothing for this information. With the advent of software these companies can easily compare offerings ...

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Ditch short-termism for robust sales strategies

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‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is usually attributed to the master strategist and politician, Winston Churchill.

Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive Leaderships Teams, Sales Leaders and their sales teams who are struggling to make sales, retain their relevance with clients, and generate profit.

Many are finding themselves in a race to the bottom ...

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The Optimistic Sales Professional

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Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical to a salesperson’s effectiveness, success and overall well-being. Something many of us know intuitively, but good to have it validated.

Managing and overcoming setbacks ...

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How Retail Discount Advertising negatively impacts B2B Sales

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Fact – every business executive is a consumer.

Fact – every consumer, certainly here in Australia, is exposed to a barrage of discounting and sales offers from the retail sector.

In fact, on any given day, whether on TV, radio, billboard or online, we are bound to be exposed –in our experience- to at least 5-10 “discounting sales” or “discounted special offers” that are being promoted by companies selling everything from food to solar power, new homes to motors cars, ...

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