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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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Are your sales conferences pumping or slumping?

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*** Trigger Warning: May contain traces of sarcasm ***

We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations so we can get to the coffee station during the day and then the bar at night to start really engaging with our colleagues. ...

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How to give every salesperson the best start to their sales career

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This is how most salespeople are inducted into their sales careers:

“Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As part of your induction I want you to go out on the road and learn to be just like Ben.”

That’s it, give or take ...

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Lessons from Introverts on how to be Better Salespeople

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It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that.

However, the qualities of introversion and ambiversion are proving to be very useful in helping us sell better. Before we delve into this area, it is worthwhile looking at and better understanding these traits.

What science says

An article appeared in Fast Company, FC Leadership, written by Belle ...

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Why Marketing can’t fix a Sales problem

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When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in the first, and often only instance, as their preferred solution to fixing poor sales results.

It’s not Marketing

Why? Because many people have been taught to think they have a marketing problem when they actually have a sales problem.

As a result, many start-ups and SME businesses have failed to get ...

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We need a new salesperson stereotype for the 21st century

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If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the media and business world via films, press, social media, books, articles, and so on.

Today, many people, of all sorts of ...

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Hello, World.

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A “Hello world” program is a computer program that outputs “Hello, world” on a display device. Because it is typically one of the simplest programs possible in most programming languages, it is by tradition often used to illustrate to beginners the most basic syntax of a programming language. It is also used to verify that a language or system is operating correctly.

In this case we used it to make our first blog entry on www.SalesEssentials.com.

 

 

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