Month: June 2017

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Free Sales Health Check | Book Now

Free Sales Health Check | Book Now

The Free Sales Health Check – Your first step on your road to sales clarity and focus.

Book now for your Free Sales Health Check

If you’re struggling to see the real potential of your sales team…

When you’re tired of wondering if your expectations are too high, or if the market is really that tough…

If you feel your sales team should be delivering at a higher level…

Or maybe it’s as simple as you know something needs to change in the sales team, but you just don’t know what or where to start…

Worry No More | Book your Free Sales Health Check Now

I focus on looking at the easy wins in your sales team. After all this is the home of the 30 day Fast Track Sales Improvement plan and the Plug and Play Modular Sales Improvement System.

I’ve found, over 25 years that Sales improvement need not be complex, and it rarely requires drastic action.

But it does involve you knowing what’s  causing your sales problems.

Because once you know that, you can apply your wisdom and knowledge, and considerable focus to solve the issue/s.

That’s where your free sales health check starts.

Book Now

It’s two hours…to discuss any sales issues you have.

You can send across anything you need pre-event.

We can focus on a very specific issue or sales performance in more general terms.

The choice is yours. All yours.

In total confidence.

And there will be no sales pitch – this is a free exchange of information.

Just call 0114 236 1221 or email carol@mortonkyle.com

Why?

I’ve spent the last 14 years doing mainly sales turnarounds, sales builds, sales rescue and sales improvement programs, training sales teams in highly competitive environments, structuring sales teams, sales functions, sales process and sales strategy.

Now I have lots of sales insights and I need to commoditise those, but first I need to understand what some of the biggest sales challenges are out there, for firms in all sectors, all sizes and all ages.

So you see, you’ll be helping me as much as I’m helping you.

Fair? I think so…do you?

Terms 

For the reason above, this is a very limited offer and may be on offer infrequently as the business transitions, however, I aim to engage withing 24 hours of receiving your booking request, and aiming for the consultation to take place no later than one week after we set a date.

If you’re still thinking about it…pick up the phone anyway, 10 mins and we’ll know if it is worth your time.

Just call 0114 236 1221 or email carol@mortonkyle.com

Whilst you’re thinking, here are some of the subjects we’ve covered recently: how to roll out price increases when the competitors are discounting, how to recruit better quality sales people who stay longer than 6 months, how to remove a long serving sales manager who’s not responding to the needs of the business, how long to give a new sales team before starting formal performance management, what should a good commission structure look like, increasing activity levels without everyone claiming over work, qualifying great sales prospects, what should a good sales process look like…

What do you want to talk about?

New Starters Sales Training

New Starters Sales Training

New starter sales training has to take in so many things.

First of all, these people are new.

They may not know heaps about your products, services, competitors, industry trends, jargon, key players…and the list goes on.

And, they might not have a great deal of sales experience.

Maybe you’ve recruited people who have a great attitude. People culturally aligned with your business values. People with great energy, drive and ambition. Maybe you’ve decided to ‘grow your own’ sales talent…

So, it’s definitely not about polishing existing skills.

It’s about building the rock solid sales foundations so that the new starter can thrive in their new environment.

It’s as much about confidence, motivation, freedom to fail, learning to dance with the prospects.

Having some good quality, no hassle, no pressure, personable sales conversations.

So, Where Do You Start?

First of all, acknowledge that Rome wasn’t built in a day!

This means critically thinking about how the new starter can be of value to the business from day one whilst they’re learning the ropes, and all the time moving towards that front line sales role you’re recruited them for.

But even more important than that, is getting the new starter to feel confident and motivated in their new environment.

Quite often this means giving them a sense of purpose. A very specific set of self measuring tasks so they get to take in relevant and valuable information whilst being of value and gaining a sense of their contribution to the sales function.

And that looks like?

That depends on you, the firm, the team structure.

Some firms chose to have the new recruit doing lead research and gate keeper type list building tasks.

Other firms have new recruits list cleaning.

So do lost sales calls – very simple market research questions about current usage, number of users, next chance to quote, what would be need to do differently? Why didn’t we win it type of carefully structured calls.

It all depends upon the circumstances in your business.

And this is important.

It’s important because no one gets to be a sales super star in one day.

So, the worse thing you can do in taking on new sales recruits is to take them on, give them a desk and hand a target around their neck. That’s not good for them, and it’s not going to be good for your business either.

Fly or die isn’t a line I hear very much at all, and if I do hear it in a sales function, I only tend to hear it once.

What Else to Consider in New Start Sales Training?

Well, the first sales you make should always be to the sales person, right?

Because if the sales person is not sold on your product/service then there is no way your prospects will ever be sold on them. That’s just a simple fact of sales life.

So start with very simple product knowledge, competitors, strengths/weaknesses, trends/fashions.

Sell you to new sales recruit like they’re the most important sales prospect in your sales pipeline.

If you’ve picked the right person, they will be hungry for knowledge and have tonnes of questions.

And if you’ve picked the wrong person, shucks, here’s where you find that out too!

Find a Champion

Find the new recruit a mentor, someone in the business who has the time, tenacity, intelligence and communication skills to guide the your investment through the early stage angst, self doubt and steep learning curve.

This mentor can also ensure you don’t keep the new recruit in the nursery pen too long.

You see, there is no universal solution, no universal plan, and if you try to impose a one size fits all solution, you’ll lose the best people, you’ll just not be moving fast enough for them. You know what that will leave you with right?

Well what about sales training…when does that start?

First of all reflect on why you recruited this person.

Then recognise that trying to get them to be the sales person you want them to be by following highly scripted call flows is just one way to go, the other way would be to see what sort of sales skills they develop once they are immersed in the sales function and being mentored by a responsible leader.

Then it’s time to look at the new starter sales training. After all it’s a big investment and any business would be wise to play to the new recruits strengths and not try to impose some meaningless generic sales sales course that has no context or relevance.

Also, be flexible on what you new starter sales training looks like.

Some people work better using a sales coaching model. Others like, and respond well to directed self learning and peer discussion.

If that’s not available then why not reflect on the self learning and self development culture you have in your business.

The Bottom Line

Sales has come a long way in the last 2/3 years, so have the routes to increasing the sales skill sets and building sales intelligence in your teams.

Good sales recruits are harder to find, although they are out there. However, more and more firms are looking at ‘grow your own sales talent’. That’s great, as long as you realise that it’s a huge commitment, with an extended pay back when done correctly.

If you’re looking at adding to your sales team and want to explore the new starter sales training programs, you can contact Morton Kyle on 0114 236 1221 or email carol@mortonkyle.com

New starter sales training could be the answer if you’re business is tired of paying over the odds for jaded sales ‘professionals’. You know, those who have done the obligatory circuit around all of your competitors. If you’re looking to create a sales function where you don’t need to waste time unpicking the unhealthy sales habits, or you’re simply looking for the business culture you know you can create when attitude and enthusiasm means more that sales experience in your industry.

Happy Selling

p.s. To get free sales, business development and sales improvement tips straight to your inbox, perfect for sales meeting, daily sales huddles and sale coaching – hit the link Advanced Business Achiever

Also:

If you’re looking for a sales improvement program for your existing sales team – you can check out Online Sales Training – TurboCharged Sales, or come along to our Sales Improvement Workshops, running monthly

And if your sales function is performing below expectation – we have a range of tailored Sales Assessment and Sales Audits available to suit all firms and challenges.

Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers is tough. Tougher than it used to be.

Setting Appointments with Senior Decision Makers

20 years ago, on average, I’d speak to 30 decision makers a day. Get 5 appointments. Close 3 and pipeline 2 for next month.

Life was good. This kind of predictability worked.

Not so much today.

Today, working with sales teams across the UK, great B2B sales teams speaking to 20 top class decision makers a day is rare.

Possible but rare.

So when these sales professionals do get past all the many sales prevention hurdles, they know exactly what to do.

And what not to do.

After all, they typically have one throw at the dice when setting appointments with senior decision makers

Do’s and Don’t’s – Setting Appointments with Senior Decision Makers

Savvy sales pro’s know that they have about 15 seconds to grab attention – so they don’T waste that precious time asking how the prospect is feeling.

Instead they make an outrageous claim they can back up that does three things, it shocks the prospect into paying attention, it forces a curious reaction and the outrageous claim begs solves a huge buyer/prospect problem.

Bland does just doesn’t cut it.

The next thing they do….is to ask great questions. REALLY GREAT QUESTIONS.

Questions that challenge the buyer’s thinking. With questions that beg for bigger conversations. Questions that disrupt the buyer’s current understanding…

Of course, the savvy sales pro also knows how to listen.

Listen to what the buyer says, and what he doesn’t say.

When it’s a full throttle conversation. When the savvy sales pro has done everything they need to do (and if you’re wondering what that is – check out this guide – The Guide for Setting Appointments with Senior Decision Makers).

And when they can see a good fit, a need, budget, authority and pain, then the savvy sales pro bows out and gets busy setting appointments with senior decision makers.

They don’t talk themselves out of the opportunity by talking themselves out of the next sales step…

Setting Appointments with Senior Decision Makers – Common Lethal Faults

  • Being just like every other sales person that’s called today
  • Not challenging the buyers thinking
  • Addressing the same old problem in the same old way
  • Failing to educate, entertain and build curiosity
  • Failing to use the precious first 20 seconds
  • Talking more than listening
  • Mistaking a structured sales conversation with a focused goal with a lovely chat
  • Missing buying signals just because someone is being nice to you
  • Giving the prospect everything they need in the call
  • Not knowing when to ask for the appointment

What’s the difference?

Probably about 10 appointments per week.

10 appointments per week, per sales person, times 52….

You can do the sums.

Worth doing something about?

You can start by downloading your guide to Setting Appointments with Senior Decision Makers

Or you can call 0114 236 1221 or email carol@mortonkyle.com about comprehensive sales training courses specifically designed for front line sales and lead generation staff responsible for setting appointments with senior decision makers.

You can also sign up for our weekly free sales and business development newsletter.  The Advanced Business Achiever – perfect for daily sales huddles, sales coaching and weekly sales refreshers. You can get your free copy by hitting the link.

Remember: it all starts with that first call to generate that first appointment. So why not make sure your sales team, your lead generation team and your appointment setting team have the greatest chance of sales success – sign up for our sales training specifically for new business sales teams and sales hunters – Setting Appointments with Senior Decision Makers.