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 […]
How to be successful in sales using your intuition
How many times have you heard these phrases? Sales is a numbers game. See more people, make more sales. You need to have the ‘gift of gab’. Follow the ABC of selling, Always Be Closing. Frankly, some of the old-style sales thinking just doesn’t work in modern sales settings. For anyone who sells products that […]
What does your sales team want from you?
Sales leaders are often challenged by the demands of managing the individual characters within their team to maintain not only harmony amongst the team, but also a sense of satisfaction within the individual. Old-style sales management used to focus on creating monetary incentives as the only reward for great performance. However times have changed and […]
B2B sales management strategies to motivate and retain a Gen Y team
The world of B2B sales has changed; and it hasn’t. What hasn’t changed is: The importance of personal communication and self-management skills for sellers. Clients place high value on sellers having Account Management and Solution Selling skills. Sellers have not been replaced by digital and social media. We now have social selling. Buyers want sellers […]
6 steps for giving effective feedback to your sales team
Busy sales leaders should be looking for efficient ways to get things done. I understand that. But when it comes to giving performance feedback I think being focused on efficiency isn’t always the best option. This is why. In a recent article on HBR.org (from Harvard Business Review magazine) called Giving Effective Feedback When You’re […]