Monthly Archives: April 2010

Solid Sales Process will Increase Sales How do you, as a sales manager, cope with having to write ever-greater volumes of sales revenue, especially in a tough economic environment? How do you get your sales team to generate the greatest amount of revenue, consistently, year after year?” When asked the above questions, most sales managers generally give variations of the following answers: hiring better salespeople being more aggressive apply more pressure on the sales team increasing the level of prospecting and sales activity ensuring that the sales pipeline is constantly full increasing the selling skills and abilities of the sales … Read more

Buying Facilitation: What takes buyers so long to buy? If a buyer truly needed your solution they would have either bought it already or resolved their problem already. Think about it: If you broke your arm, would you wait weeks/months/years to get it fixed? Of course not. So how can buyers wait to resolve their need when it’s so obvious (to us, of course) that using our solution would create a state of excellence that they are not experiencing? It’s because of their system. The system that has created the ‘need’ is the same system that is holding it in … Read more

Sales Management: Boost Sales Team Productivity with these 5 Steps “So,” I asked my son who works weekends for a national retail chain, “What is expected of you for your $120:00 a week?” “Eh… be friendly to the customers, help out where I can, umm…sell some stuff?” he answered unsure of himself. The sad thing is that, he would be one of thousands of students working in retail selling on the weekend without a clue of what’s expected of them in order to earn their keep. My son gets paid around $500 per month for showing up and being friendly … Read more

Simply stated your sales team lose sales to lower price” competitors because they are unable to justify the “value” of what it is they are selling. Read more

Sales coaches can help you take your sales team to the next level. To achieve your business goals, you need to account for your current way of being – how you live your life, your beliefs, your ego, your identity and so on, in relation to your goal. Often you need to make changes to your way of being, and then you need to take action. It is only when you recognise that your way of being no longer works for you, that the world has shifted past your capacity to respond to it, that we will seek help to … Read more