As a profession, sales is based on developing effective communication skills. This applies both as being a ‘sender’ as well as being a ‘receiver’ of information. And the need for advanced communication skills isn’t only for sellers dealing with clients. Sales leaders are often in situations where they communicate information to groups of people. As […]
10 steps to designing a better sales meeting
Like any other meeting, a sales meeting can be extremely productive or a frustrating waste of time. I was inspired to write this after reading an article on BRW that was about planning meetings in general. I have followed the 10 steps, expanded on each, and translated them into specific actions relevant for planning your […]
Science shows being anxious undermines your sales team and can cost you sales
I’ve dealt with a lot of teams in sales training situations. Many times those training sessions include a role play, or sales simulation activity. And a small number of participants are reluctant to participate in the sales simulations. They feel exposed. They feel awkward. They feel anxious. If needed, I compare the sales simulation activities […]
Human genes and sales techniques: why more is not always best
Human nature always wants more. More food; more things; more friends; more money; more of everything. And the same often goes for sales techniques. If there is a problem with achieving sales, let’s teach the team more techniques! In a recent post author and web strategist Gerry McGovern explained a similar situation: When scientists started […]
How to delegate effectively and why it’s great for time management
Sales leaders, and executives who manage revenue producers, often have to delegate tasks to individuals within their team. Sometimes that team extends to marketing staff, sales support, or administration roles. A quick quiz If you are a busy manager with a task that must be completed, and that task could be done by another on […]
How to embed learning in your team: the Ex4 method
Lack of implementation. It’s a major impediment to getting the return on investment you want from training. Have you heard about the studies that show up to 90% of what is covered in training is not retained after 4 weeks (also known as the Forgetting Curve first identified by Hermann Ebbinghaus in 1885). Or that […]
When to contact newcomers in C-level roles
It’s pretty standard these days for sales professionals to be on the lookout for what are called “trigger events” as a way of spotting potential new business opportunities. Trigger events are a sign that something has/is/maybe happening within a prospects organisation that could create a new need for them. Or the trigger event may highlight […]