Small Business Development Corporation – Help for growing businesses, the small business development agency offers you sales and business development support so you can grow and retain control of the business
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Small Business Development Corporation – Help for growing businesses, the small business development agency offers you sales and business development support so you can grow and retain control of the business
Continue ReadingSelecting your sales metrics, your sales key performance indicators (KPI), can make a big difference in how your sales team perform, how they thrive and how they build efficiency and effectiveness into their every day sales activities, habits and sales mindset. This is especially useful in any sales improvement or sales turnaround situation, but also critical around any sales training intervention or coaching situation. If you’re not actively managing the critical sales metrics – how will you know what you’re doing is working, and what to do to make it work better?
Continue ReadingThe Free Sales Health Check – it’s the 101 of great sales performance! I offer it because without doubt, I’d like everyone to realise / understand that sales is super simple. And it’s super simple whether you’re wining the sales game or you’re failing miserably and daily dying a thousand deaths… So, call me, let’s get…
Continue ReadingIn Sales YOU have as much chance of winning as losing. Where you engage in meaningful and relevant sales activity… You have as much chance of getting a customer as getting a rejection. You have as much chance of succeeding as failing. Your chances are equal. Need more proof? The Equal Odds Rule was published…
Continue ReadingStrategy and Sales Business Plans – Questioning the Reality Strategy Overload, Strategy BS and Strategy Words Without Meaning!! I’ve seen it all over the last 4 months. I spent three weeks in summer looking through some very ambitious sales strategy and business plans for a company that has huge ambition and even bigger potential. Huge potential….
Continue ReadingSales Conversion Rates: The Ultimate Sales Metric…or is it? Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator as to how things are going…from staying steady to gently increasing or, heavens forbid, heading south. But, I also know some firms who don’t pay that much…
Continue ReadingWhy Conduct Sales Audits? Sales Audits are vital if you’re serious about managing sales growth, building an environment for sales success and cultivating a continuous sales improvement culture. Some see the sales audit as a starting point for their sales improvement journey, others see it as a health check, giving them confidence that they’re on…
Continue ReadingYour Sales Process – What’s It Really Costing You? I hate waste. I especially hate waste in the sales process because it just costs so much money and wasted time, talent and resource…and don’t get me started on the opportunity costs. It’s criminal. If I tell you the cost of running an inefficient sales process…
Continue ReadingProspect Sales Meeting – Wake Up! Your prospective buyer is NOT here to entertain and educate you during a sales meeting. You might wish they were, but they’re just not. Surprisingly, some sales people haven’t cottoned on to this yet. That has some disastrous results, like: Prospects runs the sales meeting! Your agenda gets hijacked by the prospect!…
Continue ReadingSales Performance – What Do You Really, Really Want? Sales Performance – the puzzle for anyone in sales management. Bigger? More? Faster? But what does Sales Performance means to you, and how do you measure it? I ask this question a lot. Every business and sales leader I know wants better sales performance. Every single…
Continue ReadingCompetitive strategy allows you lots of options. Competitive strategy takes more than simply dropping the price. Discover how lowering price is not the best differentiator when you’re trying to boost sales, profits and market share, and why simply distracting the market with cheaper prices is the last thing you should do.
Continue ReadingManaging poor sales performance takes effort. Much more effort than managing sales performance when the team are operating in line with expectations. That’s why it’s always ideally more sensible to work hard to keep the sales team performing to target, as opposed to let things slip. That’s really hard work, I know. High performance sales…
Continue ReadingSales Results and Sales Performance – Over 135 opportunities to get it right or get it wrong . OVER 135!!
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