Sales Performance Management

Home / Archive by category "Sales Performance Management"
Sales Conversion Rates | Managing Poor Sales Performance

Sales Conversion Rates | Managing Poor Sales Performance

Sales Conversion Rates Lots of sales leaders and sales people monitor their sales conversion rates since it’s a good top line indicator in terms of converting the ‘potential opportunity’ to the ‘actual order’. It’s asset utilisation at the starting point for sales – whether that’s a marketing campaign, a cold outreach, event attendee or an…

Continue Reading
How Your Sales Process Can Help You Avoid a 100% Fail Rate

How Your Sales Process Can Help You Avoid a 100% Fail Rate

Is Your Customer’s Buying Experience Fun and Fiction Free? Buying from you should be a frictionless process for your prospects and customers. If they want to spend money with you, when they don’t have to, when they have lots of choice….then it would make sense that you give the prospect a positive and memorable buying…

Continue Reading
Make Way for the Transformational Sales Manager

Make Way for the Transformational Sales Manager

Sales Manager vs Transformational Sales Manager? I’ve always had a tonne of appreciation for a good Sales Manager, they are rare and often under-rated. A good Sales Manager juggles the commercial tension from above, whilst satisfying the needs of the sales team. Tirelessly stuck in the middle, trying to broker the best outcomes for both….

Continue Reading
Unlocking Success: A Comprehensive Guide to the 21 Stages of Sales Performance Audit

Unlocking Success: A Comprehensive Guide to the 21 Stages of Sales Performance Audit

Your organisation operates in a competitive space, so optimising your sales process is essential for growth. Dive into our comprehensive guide, as we walk you through the 21 crucial stages of a sales improvement audit. Learn how to identify bottlenecks, uncover hidden opportunities, maintain sales optimisation and boost your sales performance

Continue Reading
Sales Metrics | Selecting the Best Sales Key Performance Indicators are Critical Success Factor in Driving Sales Improvement

Sales Metrics | Selecting the Best Sales Key Performance Indicators are Critical Success Factor in Driving Sales Improvement

Selecting 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 Reading
Board Advisor on Sales Improvement

Board Advisor on Sales Improvement

Carol Griffiths MBAHi, thanks for visiting….if you’re looking to increase or optimise your sales results, then please book a call to discuss how I can help you (use the links at the end of this box for direct message options) If you need a few more details, then here you go…. I’m an experienced data-driven,…

Continue Reading
50 Areas of Improvement for Sales Reps

50 Areas of Improvement for Sales Reps

There are at least 135 levers to pull to improve sales results from your sales team. Every sales leader looks for areas of improvement in their sales reps performance….and in doing so, often overlook the real control they have in terms of helping the reps deliver higher conversions, revenue and profit There are at least…

Continue Reading
Sales Audit – 14 Days to Unlock Your Sales Potential

Sales Audit – 14 Days to Unlock Your Sales Potential

Sales Audit is your first step to gaining control of your sales function. It’s the building block of any sales improvement effort, and the basis for unlocking your businesses full sales potential

Continue Reading
Improving Sales Performance | 90 Day Sales Sprint | Done For You

Improving Sales Performance | 90 Day Sales Sprint | Done For You

Improving sales performance in just 90 days. Your 90 day sales sprint designed to fast track your sales improvement using practical, results focused sales and business development initiatives that are proven to work. Changing sales habits, focus, activities and practices to build a string base for ongoing sales growth

Continue Reading
How to Boost Sales Revenues and Profits…Start Your Sales Engine Today!

How to Boost Sales Revenues and Profits…Start Your Sales Engine Today!

Selling is complex. Markets change rapidly. Competitors evolve. And there is always someone willing to discount to shortcut the sales process. So, this is for you of you’re a sales leader seeking inspiration. Today, I want to share with you some of the quick wins I’ve used over the last 20 years to help immediately…

Continue Reading
Sales Coach | Sales Coaching to Improve Results | Special Offer

Sales Coach | Sales Coaching to Improve Results | Special Offer

Your sales coach is on your side when you challenge yourself to be the best sales person, sales leader, sales specialist you can be, for yourself, your team and your clients. High accountability, results focused, on your side to get the tough jobs done together

Continue Reading
Sales ROI | Stop Wasting Your Time | All Leads Are Not Equal!

Sales ROI | Stop Wasting Your Time | All Leads Are Not Equal!

Sales ROI is your biggest safety net as a sales professional Sales is one of the fastest evolving industries….and it’s not likely to slow down anytime soon And with that realisation, add in that Buyers are getting more demanding Competition is increasing Budgets are getting smaller AND No-one wants to make a decision for fear…

Continue Reading
How to Close Profitable Sales, Faster and with Higher Margins

How to Close Profitable Sales, Faster and with Higher Margins

How to Close Profitable Sales – Because it costs you a lot to close cheap business! Discover how to close profitable sales because it: Get it wrong and welcome to: Knowing how to close profitable sales is the difference between a high stress, low margin sales environment and a solid, stable sales machine. How to Close…

Continue Reading
10 Ways to Build a Profitable Sales Pipeline

10 Ways to Build a Profitable Sales Pipeline

High Converting Sales Pipeline or Sales Plug Hole? What have you got… High converting sales pipeline, an ok-ish sales pipeline, or a sales plughole? It’s ok if you don’t know. Many organisations don’t. It’s a classic failing in under performing sales functions. Sadly, that’s an opportunity missed to really extract the highest level of sales…

Continue Reading
Handling Sales Objections and Winning | Be More Steve!

Handling Sales Objections and Winning | Be More Steve!

Handling sales objections needs to be a key skill if you want to succeed in sales, and you want to enjoy being in sales. It’s a simple skill to master, sales rejection is not real, sales resistance is legitimate so discover how to work with it and benefit from those prospect objections

Continue Reading
Your Free Sales Improvement Guide

Your Free Sales Improvement Guide

Welcome to the Morton Kyle free B2B Sales Improvement Guide – So Why Am I Sharing my Free Sales Improvement Guide? Following a very long drive back from the South West late last year, I had the opportunity to reflect on some of the most common findings from the last batch of sales audit Of…

Continue Reading
Exceptional Turnover And Margin Make For A Great Story…

Exceptional Turnover And Margin Make For A Great Story…

Sales results tell a story… In fact, the world is built on stories. Yours, mine, everyone’s world is based on a collection of stories. It’s how we make sense of things we don’t immediately understand. Stories help us learn. Help us process information. Hard wire information into our memories. It’s how we relate to each…

Continue Reading
Sales Bonus Schemes | What’s Really Important?

Sales Bonus Schemes | What’s Really Important?

Sales bonus schemes can cause some heated discussions, that’s for sure. Earlier this week I had a half day session with a business owner to review the bonus and reward structure for the sales team next year. The conversation came out of a separate meeting two weeks ago when we discussed the overall sales performance,…

Continue Reading
Sales Management Training Courses | Solving Key Sales Problems for Sales Leaders

Sales Management Training Courses | Solving Key Sales Problems for Sales Leaders

Sales Management Training Courses courses often conjure up the picture of long courses filled with lots of great theory and knowledge building, folders three inches thick, flip charts and pages of great ideas. That’s great. But how many of those great ideas make it back into the business? How much of that great theory ever…

Continue Reading
High Performance Sales Pro’s Consistently Achieve Sales Targets. You?

High Performance Sales Pro’s Consistently Achieve Sales Targets. You?

The first rule of being a sales professionals is that you achieve sales targets, consistently, ethically and predictably. That’s the basics, just to be in the sales game. But it takes effort. The very best sales pro’s make it look (almost!) effortless. Some get there by sheer hard work, some by talent and most by…

Continue Reading
How to Improve Sales Performance

How to Improve Sales Performance

Sales performance – everyone looks at it, everyone has a view on it, and everyone wants the upwards swing!  But, in reality, sales performance can be just like April weather in the UK. You know what you’d like, and what seems reasonable, but that doesn’t mean t you won’t get all 4 seasons in one…

Continue Reading