Sales Performance Improvement

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TurboCharged Sales Results

TurboCharged Sales Results

TurboCharged Sales is now available…

 How To Hit Sales Targets | Increase Sales and Profits | TurboCharged Sales 

Sales results can be anything from desperate to stratospheric.

I know which one I prefer. You too?

But when you don’t get what you want, then a you’ll need a sales tool kit to quickly deliver additional:

  • Revenue.
  • Business.
  • Profit.
  • Customers.
  • Market share.

That’s why the TurboCharged Sales Results program was designed: to help businesses, sales people and sales teams to hit sales targets…even SMASH those sales targets.

It’s for ALL Target Carrying, Driven and Ambitious Salespeople and Sales-Led Companies – proefessionals who need to hit sales targets – Telesales, Field Sales, Direct Sales, New Business, Lead Generations, Appointment Setters and Account Developers, MD’s, CEO’s

It’s also for: Sales Trainers, Sales Auditors, Sales Coaches, Sales Performance Managers, Business Development Trainers…

In fact it’s for anyone who is either target carrying or supporting target carrying sales professionals.

How To Hit Sales Targets – TurboCharged Sales 

Sales people do not sit around planning to fail, planning to miss targets or planning to achieve ‘worst salesperson of the month’ award.

But, sometimes it happens.

That’s why TurboCharged Sales shows you what to do, every single day to be a great sales person.

Everyday for 21 days you get a step by step guide to:

  • Building your sales pipeline.
  • Creating value based sales proposals.
  • Closing quality business.

It’s that simple.

Bite size sales training so you get to practice as you learn. The ultimate Earn As You Learn.

Just 15 minutes per day and you get, after 21 days, a fully functioning sales machine.

At last, a sales pipeline that you can turn the tap on to flood your sales forecast. You moderate the flow of sales as you need to give you the quality and quantity of sales you want when you want.

This is the ultimate rinse and repeat sales program. When you’ve finished you simply start the cycle again.

This time you’ll see how you can achieve more. Achieving better sales results. More profitable sales figures easier, quicker and with less effort.

Are you looking for a SYSTEMISED way to generate high quality, high margin and high value sales as often as you want? Welcome to TurboCharged Sales.

You can use TurboCharged Sales in many way:

  • As a self study sales pack, just 15 minutes per day, if you’re a busy sales professional out in the field.
  • If you’re a sales leader, MD, team leader, sales coach, sales trainer – use this to run your sales training, your sales meetings, your sales coaching sessions. You can even embed this sales system in your business.

Simply put, if you are in a target carrying position or supporting such a function – this is a systemised sales improvement program that works.

Why TurboCharged Sales?

  • Because you want to increase sales and profits…and your bonus
  • It shows you how to hit your sales targets – evebery single month
  • Time really is money when you work in sales. Sitting in a training room for a whole day(or three) is not always feasible
  • Not everyone learns by sitting in a room. Some people need more time to digest, to try, to test and to modify the learning to work for them
  • Sales Trainers and Coaches often work without a framework for continuously improving sales. Now they don’t have to worry when sales results hit a plateau, just unpack TurboCharged Sales and strive for the next sales peak
  • TurboCharged Sales also provides an endless supply of relevant information and practical skills insights for feeding daily sales huddles, sales meetings, sales booster sessions and coaching sessions

BUT the main reason is that continuous sales improvement is a cycle of consistently filling the sales pipeline. This means taking the sales prospect through a well defined sales process and closing the business. It’s not complicated, it’s not easy…but it is simple.

Most sales people fail because they lack a business development system. If they do that a system they lack faith in working it consistently.

TurboCharged Sales addresses all of those problems…and many more

How to Hits Sales Targets – TurboCharged Sales Results…Really?

Yes, really!

And in just 15 minutes per day.

For 21 days.

Here’s how:

  1. Create 60 mins plus extra selling time every day. That’s more than 20 revenue generating hours per month.
  2. Discover the three most important insights to consider when SMASHING your sales target.
  3. Master the art of making every minute count.
  4. Uncover the simple system that means you’ll never need to make a cold call ever again.
  5. Incorporate sales clout into your business generation efforts.
  6. Build a perpetual motion referral engine.
  7. Gain a healthy, highly qualified steam of sales prospects itching to move through your sales pipeline and convert to orders.
  8. When you’re short on time, target and leads understand what you MUST do.
  9. Learn how to use price to your advantage. Every time.
  10. Discover the only 6 things you need to know to influence your prospects.
  11. Master the art of running great prospect meetings where you create raving fans.
  12. Develop a sales pipeline, feeding your target all year round.
  13. Boost your average order value using three simple tips.
  14. Double your sales close rate by asking one low key question.
PLUS in addition to showing you how to hit sales targets TurboCharged Sales also shows you how to….
  1. Kill your competition. Legally and with their permission. Let your prospect know you’re the only provider who can deliver.
  2. Get your leg out of the blind auction – never compete on price again.
  3. Gain expert status with the prospects and customers.
  4. Take the stress out of selling. FOREVER!
  5. Build a rock solid sales pipeline, sales address book AND sales reputation.
  6. Understand what sales metrics to watch and what sales metrics make you rich.
  7. Have your prospects saying ‘well, this is a no-brainer, where do I sign?’.
  8. Write business winning sales proposals that convert quickly.
  9. Build certainty into your sale process, presentation and pitch.
  10. Forget about getting around the gate keeper….sail straight through.
  11. Uncover the single most important fact about sales targets. It’s not what you think!

Interested?

Here’s how you can get ahead – just hit the linkTELL ME MORE.

TurboCharged Sales Results is a perfect program for you, especially if you’re busy, on the road, time poor and you want serious sales improvement over a relatively short time.

Check it out for yourself.

Full money back guarantee.

TurboCharged Sales Results – Better Sales Results Faster.

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How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant

How to Improve Sales Performance: The Friday Sales Rant!

You’d be surprised what businesses will do to improve sales performance.

You’d be surprised the lengths they’ll go to, the resources they’ll commit and the efforts they’ll expend all in an effort to improve sales performance.

Selling their soul? No…but not far off.

So, why, why, why, why do business owners and sales leaders miss this one simple trick? Continue reading

Sales Manager – Has Your Job Died?

Sales Manager – Has Your Job Died?

Sales Manager

I regret to inform you that as a business we’ve taken the very difficult decision to let you go.

We will honour the obligations laid out in our contract and as such, hope you will do the same as a Sales Manager in the business.

I would like to take this opportunity to express our deepest gratitude to you for your commitment, effort and professionalism during with your time with us.

We hope that you’ve enjoyed working with us as much as we’ve enjoyed working with you, and we wish you every success in finding a new position.

Chairman*

P.S. I really am very sorry. I have no choice.

You see, you’ve been great at pulling reports, checking the sales metrics, doing discipline hearings, checking off expenses, sorting out queries, handling complaints, reconciling month end figures, checking commission claims, fielding holiday requests and making sure the sales car fleet was renewed competitively every year. Thank you…I don’t know what I’d have done without you.

Good Luck.

P.P.S. I just wanted to say, personally I wanted to keep you…we’ve been through thick and thin together…but you see the board had different ideas – you see, they’d read this report, and after that the board want  someone who’s never at their desk.

The popular view is fixated on having someone who coaches 7 hours a day, who just loves helping the sales team sell better, helping the sales team deliver a better sales experience to prospects. Someone who works with the sales team to help them sky rocket their commission. A sales leader who is embedded in the customers markets, who can see the changes in the market ahead of time and prep the sales guys to do battle.

They want someone who is keen to work with the sales team to bring about the demise of the competition, someone who can spot commercial opportunities ahead and guide the sales team to exploit those opportunities, but I guess you like doing admin in your office more than you like working with people to improve their sales performance. I guess you can’t be great at everything.

And another thing…

No-one does pivot tables and power point like you do, therefore you make sure you add that to your CV!

***

Oh dear!

As Sales Manager it’s the last thing you want.

Chances are – you’d be neither the sender (see disclaimer at the bottom of this post) or the recipient of such a letter…but the writing’s on the wall for Sales Managers everywhere.

The questions is, as a Sales Manager:

Will you read it?

And, once you’ve read it, will you do anything about it?

You might want to think about your response…the role of conventional Sales Manager is changing, and it’s changing quickly.

The New Role of the Old Sales Manager

If we were honest, we’d stop using Sale Manager as a job title to describe the person that manages the sales team.

It’s not proper any more. And it won’t be again. Ever.

Today, the Sales Manager is that and so much more.

And the ‘so much more’ encompasses a lot. But even more crucially, it’s a whole different skill set.

So let’s call it what is really is – let’s scrub out Sales Manager and use words that have some meaning in this new age:

Sales Coach, Sales Performance Manager, Sales Leader, Sales Analyst, Sales Auditor, Sales Improvement Specialist

…there are more but that just about covers it.

Now, I hope you can see why conventional sales manager just doesn’t cut it any more?

I hate using the word should but I have no choice here.

Here’s what you should be doing and where you should be focusing your precious time; use this list to check of what you’re currently doing versus what you should/could be doing, or doing more of.

Also, as Sales Manager, use this list as an opportunity to look at some of those mundane non-value added tasks you either need to delegate or simply jettison altogether.

Key Must Do Activities for the New ‘Sales Manager’
  • Sales coaching – real time side by side coaching
  • Analysis of sales performance in situ – field or telephone, exhibition, skype or networking
  • Creating Best Sales Practice as you go along – not as an isolated academic exercise to share post creation
  • Sharing Best Sales Practice
  • Monitoring Sales Leakage Points in your Sales Pipeline and Sales Funnel…and stopping the leaks
  • Monitoring, measuring and managing key sales metrics
  • Accurately forecasting
  • Improving the competitive position of the sales team
  • Exploring competitive niches
  • Building up intelligence and knowledge to help your sales team minimise the impact of the competition

What might not be immediately evident from this list is every single one of these tasks is people facing. You don’t need an office or even a desk. You’d be surprised how much great, results generating work you can get done sat next to your team on a rotating basis.

How do I know? Because I do it. It’s one of the easiest and simplest ways to see sales results rocket. Try it. Then tell me it doesn’t work. You’ll not be able to.

I’ve yet to find a Sales Manager yet who hasn’t seen a spike in sales just by spending more time with their staff.

So here’s the good news – step up, the writing’s on the wall, read it and change course accordingly…the choice is your’s.

Not bothered?

That’s your call. Hope you’re dismissal letter as Sales Manager is nicer than the one above.

And if you need even more proof – take a read of this – just hit the link –  Job Description and Skills

Carol

carol@mortonkyle.com

0779 002 1885

Free Guides – Instant Download – to help Sales Managers to drive the sales team and improve sales performance:

7 Sales Metrics You MUST Measure, Manage and Monitor

High Converting Call Structures for Generating High Quality Sales Appointments

7 Big Mistakes…

Only Dead Fish Go With the Flow

How to Price Like a Pro

How to Outsell Your Competition

And a few blogs on Sales Performance and Sales Performance Improvement

Habit Beats Knowledge – Every Time

Sales Performance – What Do You Really, Really Want?

And a Free Gift – all your’s

Hit the link here to claim

*Disclaimer: as if I should need to add this, but I will.

If you wish to dismiss any person in your employment, this is NOT the letter to use.

You should always take independent legal advice from a HR, legal and employment specialist in order to comply with the law and your legal obligations. This will help you protect your business, and minimise the risk of any adverse action.

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement – Habit Beats Knowledge Every Time

Sales Performance Improvement is the key driver for continuous sales improvement…better results, bigger results, faster.

If you’re in sales, sales management or running your own business then chances are you’ll be looking for ways to continually boost your sales performance. You’ll be looking for more customers, more profitable clients, in less time, bigger orders, larger average order values, higher conversions…

That’s business. It’s also human nature to ask…is this the best we can do? Can we do it better, easier, faster?

Plus, in sales, it’s a competitive environment. You’re forced to ask these questions. Your shareholders, competitors, stakeholders and bank will be asking you the same.

Here’s the truth about seeking continuous sales performance improvement:

”Once a certain level of skill, knowledge and competence is acquired, then driving Continuous Sales Performance Improvement has more to do with changing habits than increasing knowledge and skills”

You see, if you’ve been in a sales or sales leadership role for any time, you’ll most likely know everything there is to know and that you need to know…and your performance will reflect that.

That might be enough for you, your business, your clients.

But what about what you don’t know?

How important is that?

In his book –The Checklist Manifesto – Atul Gawande strongly, and with good reason once you read his research, advocates the use of extensive check-lists to improve performance.

Sales Performance Improvement works the same way.

Gawande’s background is in medicine. Having piloted and then rolled out his check-list based methodology across many hospitals and medical facilities he details how a simple check-list has saved 100’s of thousands of lives.  He proposes his way of working, the same methodology can be transferred to other industries – and I for one, strongly agree with him.

In truth, anything that saves that number of lives has to be worth a good look at. You’ll agree when you read his evidence. Simply put, if a humble check-list can save that many lives…what could the same do for your business, your sales performance and your sales results?

Worth a look?

So This Relates to Sales Performance Improvement How?

Here’s the premise:

No-one needs a check list for the simple stuff, where there are few variables, when the outcome is low risk, it’s a predictable action with a predictable outcome…

But check-lists have a distinct advantage in those situations where there is a higher level of complexity, more risk, a handful of variables and no guaranteed outcome.

This is the first and last time you’ll see me compare sales to heart surgery but there you go. You’ll see where I’m going with this…

In both, the risks are high, lots of complexity, variables, high levels of unpredictability, opportunity for errors and failure are all present.

So whilst we’re not talking about losing lives, we are risking something. Maybe losing margin, turnover, market share, customer confidence, shareholder confidence, brand value.

Digging deeper, Gawande makes the distinction between two types of error:

Ignorance – mistakes we make because we don’t know enough.

Ineptitude – mistakes we make because we don’t use the skills and knowledge we have in the right way.

He concludes that most errors happen because of the latter – ineptitude.

This suggests that the person actually knows all they need to know, they have all the skills they need to know.

Moreover, this ineptitude exists in simple and complex tasks.

Let me explain, the problems occur when old habits, entrenched ways of working. When the ‘that’s how we’ve always done it’ mindsets overtake them. Or when the body is on auto pilot. Almost like conscious competence, but not quite as competent as one imagines.

That’s a perfect breeding ground for errors to take place. For example, the patient has complications or the sale derails. Simply because of lack of good habits, rather than lack of skills, knowledge or competence.

This is where the Sales Performance Improvement Check-list comes into it’s own.

It’s a check-list to use. A list to refer to when the sales process with a client is going off track. It’s literally a step by step guide in what to do to rescue it, bring it back on track, get it motoring in the right direction.

How simple is that?

Here’s an example:

In  his book Gawande uses examples of Dr’s and medical staff not washing their hands as frequently as they should. Or as frequently as they thought they did.

Pay attention to that last statement. It’s very important because how many times do we think we’ve done something when actually we haven’t? Especially those repetitive tasks, the small tasks that matter but don’t really register at the time?

Gawande references the Dr’s failing to ask a simple question of the patient, or washing hands.

It’s the same in a sales environment, it could be remembering to ask the budget question early on, or finding out if this is a price comparison exercise or a genuine need with the client.

These are seemingly inconsequential questions at the time that have a HUGE impact on the quality of the sale and the chances of profitable conversion.

On a real life basis – if you’ve ever kept a food diary – you know that your ‘good food days’ were more like ‘ok food days’ and your ‘ok food days’ really should be called ‘oh hell! food days’! The power of the check-list in another format!

So, there’s no two ways about it when you’re thinking about sales performance improvement, or even better, continuous sales performance improvement then – Habit Beats Knowledge every time.

Summary: Sales Performance Improvement 

Gawande concludes that having and rigorously using check-lists improves the chances of success and improves performance across the board.

My take away, is much bigger and more important than simply improving sales performance and here’s why.

Such a check-list based methodology actually changes habits. That is exciting because if you’re adopting this in your sales team, your business and your customer facing environment you’ve just created your baseline for continuous sales performance improvement.

That’s priceless.

One more thing:

If you’re putting this system in place, it dramatically changes the function of your sales manager…or Sales Performance Coach. Both functions now act as part auditor, part coach, part sales performance improvement specialist…which is how it should be…but more on that another day…

Happy Selling

Carol

carol@mortonkyle.com

07790021885

If you want regular sales and business development information – hit the link here. It’s totally free and great for helping you boost your sales efforts. Many subscribers use it to power and energise their sales meetings. Try it out, there’s an unsubscribe button if you don’t like it after a few weeks…