Sales Audit

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Free Sales Improvement Guide | Building Successful Sales Teams | Starting Now

Free Sales Improvement Guide | Building Successful Sales Teams | Starting Now

Following a very long drive back from the South West earlier this week I had the opportunity to reflect on some of the most common findings from the last batch of sales audits. Of course, every business is unique, but the issues that stop the sales functions fully thriving are often very similar, here are…

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Sales Improvement | Looking Beyond Sales Results

Sales Improvement | Looking Beyond Sales Results

Sales Improvement – this is written for you if you’re not seeing quarter on quarter, or even week on week improvements in your sales team, your sales results and your sales performance. It covers: sales improvement, training needs analysis, performance management, sales metrics and sales leadership. If that’s of interest to you at the moment,…

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Benchmarking Sales Performance | The Key to Continuous Sales Improvement

Benchmarking Sales Performance | The Key to Continuous Sales Improvement

Benchmarking sales performance is where is it all starts. Undertaking any kind of sales improvement initiative without first getting a base line of what your current sales function is achieving, and by what means they are achieving, is akin to map reading in the dark! Why Should You Be Benchmarking Sales Performance? Because it’s the…

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Sales Systems Thinking | Building Strength and Resilience in the Sales Function

Sales Systems Thinking | Building Strength and Resilience in the Sales Function

Sales Systems Thinking is the easiest way to begin to unlock the hidden sales potential within your business. Meaning higher levels of operational efficiency, better sales results and clarity around what is REALLY  happening in your sales function. The Morton Kyle Sales Systems Thinking Course delivers all of this and more The course is delivered…

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Sales Process Design to Support Fast & Continuous Sales Improvement

Sales Process Design to Support Fast & Continuous Sales Improvement

Sales process design is at the heart of any sales improvement plan Here are three things you must do if you’re serious about continuous sales improvement, sales growth, low risk scaling of the sales function. Sales Process Design Be conscious about this. Too many sales functions rely on the CRM to map the sales process….

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Sales Target Objectives | Are You Getting the Most From Yours?

Sales Target Objectives | Are You Getting the Most From Yours?

Sales target objectives are the typical guide for making sure a business gets the turnover and profit margin it needs. If that’s the definition you’re using it’s not the worse definition. But there’s so much more. Sales Target Objectives Build a Solid Business Using turnover and profit margin only is not a bad position to…

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Morton Kyle Limited – Leading Sales Training Companies UK

Morton Kyle Limited – Leading Sales Training Companies UK

Bespoke B2B Sales Training |Open B2B Sales Training Courses | Sales Consultancy |  Sales Coaching | Sales Audit | Sales Turnaround | Sales Build   Bespoke B2B Sales Training – Basic to Advanced level for all Sales Functions, covering the whole sales process Sales Training Consultancy – providing a fully holistic approach to sales improvement and sales growth Sales Skills Training Needs…

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Ways to Increase Sales in your B2B Sales Team | Improve Sales Results

Ways to Increase Sales in your B2B Sales Team | Improve Sales Results

Every sales leader looks for ways to increase sales results. The fatal flaw is in looking for that one great big sales improvement idea in the hope of hitting the sales jackpot! You know how often that happens? Almost never. Almost never? So it happens sometimes? Of course. I’ve worked with one B2B sales team…

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How to Create Sales Goals

How to Create Sales Goals

Create Sales Goals that match the focus of the overall business. Or maybe create sales goals that motivate the sales function using their earning potential. What about shareholders? How about if you’ve got to also consider stake holders as well as shareholders in the business? Will their needs always be the same? Can you create sales goals and…

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Sales Process Audit to Boost Sales | Continuous Sales Improvement

Sales Process Audit to Boost Sales | Continuous Sales Improvement

So, do you really need a Sales Process Audit? Urban myth or not, we’ve all heard the story of the business who decided to employ a productivity specialist to make the production line go faster. The aim to make more widgets per hour, so up the production, sell more and make more money. Now, there…

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17 Things Your Buyer Wished You Knew About Sales | How to Win at Sales

17 Things Your Buyer Wished You Knew About Sales | How to Win at Sales

Sales call best practice is a tough one. The very essence of being a great sales person is that you know how to interact with decision makers. You build rapport easily. You’re confidently able to challenge thinking respectfully as well as encourage senior buyers to open their mind to new ideas. You can influence and…

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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…

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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…

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Free Sales Training Needs Analysis

Free Sales Training Needs Analysis

Free Sales Training Needs Analysis template available – claim your copy now Why Conduct a Sales Training Needs Analysis (TNA) It is a critical part of any sales training I deliver. For anyone in a sales training role, it’s the difference between delivering a sales training course that creates an environment to generate fast results,…

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Training Needs Analysis for Sales People | When, Why and How.

Training Needs Analysis for Sales People | When, Why and How.

Training Needs Analysis for Sales People Training Needs Analysis is so much more than you might think. Many successful sales teams will undertake a Sales Training Needs Analysis maybe once a year. Some maybe only when they think about buying sales training in….sometimes never. But anyone looking for Continuous Sales Improvements uses Sales Training Needs Analysis…

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Three Sales Myths That Cost You Sales – BUSTED!

Three Sales Myths That Cost You Sales – BUSTED!

Sales Insight – Do You Have It? Every business leader craves real, meaningful and timely sales insight. If you’re still struggling with this then check our Sales Insight Audit out. If you’ve got your sales management information all sorted and relevant then carry on reading, because, quite simply, you’re on the fast track to continuous sales improvement….

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Sales Detox | There is No Sales Unicorn Unless You Create One

Sales Detox | There is No Sales Unicorn Unless You Create One

When Did Sales Get So Complicated? Simple sales plan? Does anyone still run one of these? It’s a rare day now, on opening my inbox without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon…

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How to Close Profitable Sales

How to Close Profitable Sales

How to Close Profitable Sales – Because it costs you a lot to close cheap business! Discover how to close profitable sales and it: Saves time Builds turnover Protects margin Enhances reputation Cripples your competitors Effectively uses business resources and… Keeps you sane!! Get it wrong and welcome to: Inaccurate sales forecasts Deals left wide…

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Sales Audits: Uncovering Untapped Sales Opportunities

Sales Audits: Uncovering Untapped Sales Opportunities

Why 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…

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Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

Problem Solving in Sales Performance and Sales Results Improvement: 3 Easy Steps

3 Easy Steps to Being a Sales Detective Sales Performance and Sales Results Matter! Making sure that the key metrics are on point all through the month is key, plus having the skills and insights to reverse any decline and accelerate any upward trends is vital. But, before that you’ll need to learn how to…

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What’s Your Sales Process Really Costing You?

What’s Your Sales Process Really Costing You?

Your 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…

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Sales Meeting: How Not to Send Prospects to Sleep

Sales Meeting: How Not to Send Prospects to Sleep

Prospect 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!…

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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,…

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Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: A Sales and Business Development System to Deliver Accelerated Sales Growth

Sales Performance: The Best Sales and Business Development System Sales and Business Development Functions are worthless if there is no sales and business development system in place which is used throughout the business. With regard to maximising sales performance, what’s the best sales and business development support system look like? First of all, let’s think…

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Competitive Strategy – Do You Just Drop Your Price?

Competitive Strategy – Do You Just Drop Your Price?

Competitive 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.

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How To Start Managing Poor Sales Performance Today

How To Start Managing Poor Sales Performance Today

Managing 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…

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Sales Audit

Sales Audit

Sales audit can unlock the true sales potential in your business

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