Sales leadership

The 5 Dimensions for Sales Alignment, Harmony & Success

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Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being harmonious or out of tune.

As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’ and often not really sure as to why. Putting our finger on what makes us successful or not isn’t ...

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4 Questions to Test if your Sales & Prospecting Tactics are Ethical

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  1. Do other people stand to gain from your sales tactics and actions?
  2. Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem?
  3. Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals?
  4. Would most people approve of how you prospect for new business and sell?

If each of us can honestly answer “yes” to these questions, then it would appear that our sales and prospecting ...

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Is your organisation your worst ‘Sales Blocker’?

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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 ...

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Is your sales team sinking or swimming?

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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 ...

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Sales Leadership – the power of preparedness, curiosity and courage

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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 ...

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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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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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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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HOPE is not a Sales Strategy

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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 ...
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