Sales leadership

Is your organisation your worst ‘Sales Blocker’?

Posted by:

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on.

The accusatory finger always seems to be pointing at the salespeople. This is sometimes fair; however, there are many reasons why salespeople are prevented from carrying out their sales duties effectively.

Let’s explore these blockers to better sales performance and see how we can remove them from ...

Continue Reading →
0

Is your sales team sinking or swimming?

Posted by:

If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’.

Selling is an unusual profession in that selling is ubiquitous – present everywhere; essential for businesses to succeed – yet poorly understood especially when it comes to effectively transferring skills, knowledge and capability to others.

Most salespeople will tell you they learn selling by default, not design. They are thrown in, and if they survive they ...

Continue Reading →
0

Sales Leadership – the power of preparedness, curiosity and courage

Posted by:

The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader.

It’s not necessarily a completely different set of qualities, but a change in their order of relevance for navigating a changing, ‘fluxy’ kind of world.

So, what are the essential characteristics and qualities of effective business and sales leaders and what business executives can do to deal with these paradoxes and be ready for ...

Continue Reading →
0

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

Posted by:

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

Continue Reading →
0

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

Posted by:

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 ...
Continue Reading →
0

Promoting the best salesperson to a sales manager role might not be a good idea.

Posted by:

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 ...

Continue Reading →
0

Ditch short-termism for robust sales strategies

Posted by:

‘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 ...

Continue Reading →
0

HOPE is not a Sales Strategy

Posted by:

Hope isn’t a sales strategy and without the right ingredients failure is certain

The protocol for developing a sales strategy is fundamentally different to that used for other business strategies. Even the thinking that drives a sales strategy is somewhat different to that which drives marketing strategies. Here are a few guidelines:

  1. The golden rule that underpins any sales strategy is knowledge. By learning as much as one can about the market, buyers and the alternatives buyers have, sales is ...
Continue Reading →
0

Stop Throwing Sales People and Sales Managers into the Deep End

Posted by:

Isn’t it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case? Isn’t it about time that we had frank conversations with our potential recruits about what sales and sales manager roles really entail and make sure our recruits really do have the skills, mindset and knowledge to take on the role ...

Continue Reading →
0

Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

Posted by:

Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling.

Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”.

In this hyper connected world it’s easy to gain access to information and make simple online purchases that are transactional in nature; items that we know how to use ourselves. However, today there is so ...

Continue Reading →
0
Page 1 of 3 123