Does your sales team need to improve their results? In many cases the answer is Yes! But do you know which part of their sales efforts actually needs attention in order to achieve better outcomes? It’s not always any easy question to answer. Ask your sales team Ask your sales team what needs to be […]
The holy grail of sales: how to get old dogs working with new tricks
For the Sales Directors in many companies that sell B2B the goal is to create a team of sellers that combine the wisdom and street smarts of the old dogs (this term is used in an affectionate way here), with the vim and vigour of the young, hungry up-and-comers. It can be the ‘holy grail’ […]
Improve sales by having your team reflect on performance
Some things sound too simple to be true. Can you really improve sales results just by having your team think about what they have done? The short answer is yes. Studies in the real world have shown that effectively using the practice of personal reflection can produce significant performance improvements. For example, in the Harvard […]
5 steps to help younger sales staff overcome fears and improve performance
Younger members of your sales team – or individuals who may have come from a non-selling discipline – often have fears you wouldn’t expect. Sidebar: If you’re the Founder, Principal or business owner who has built the business, you may be surprised that anyone on your team actually has these concerns (as you probably don’t). […]
The twin sisters of killer sales performance improvement
When most sales managers and business owners think of improving results from their sales team they usually jump to ideas based on the ‘carrot or stick’ approach. But there are two other supportive behaviours that have much more potential to increase sales than either carrots or sticks. The beauty of carrots Within the sales profession […]