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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
- Andrew Haddleton on Sales Skills- The Secret that Removes the Stress of Selling
- garry klajman on A sales management technique that doubles productivity
- Paul O'Donohue on Learning Sales – Self Leadership – Part 1 – How truly productive are you?
- Michele Prigge on 2 Key Elements Of Successful Cold Calling
- Garry Klajman on Sales Management: 2 Steps for Sales Managers to Get Their Boss’s Attention
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Monthly Archives: May 2010
Execution Power: Sales Managers Training – Get your sales people to take action
Sales Managers Training: Just do it Slogans like “Just do it” and “If it is to be, then it’s up to me!” tend to somewhat trivialize all that it takes to get off ones butt and “just do it!’ Never mind our own personal struggles to take action, but how challenging can it be to get your sales people to execute their plans? The fact is the “doing it “part of the equation is often more challenging than we originally thought when we put the plan of action together in the first place . Often there are conflicts of interests, … Read more
Sales management to drive sales – Podcast Interview
Podcast Interview with Paul O’Donohue director of Sales Star N.Z. Our friends across the Tasman are fortunate to have Paul O’Donohue in their back yard. My podcast guest today is with the director of Sales Star which is one of New Zealand’s most respected sales development and training organizations specializing in sales management training. In this interview we discuss the big impact that both sales managers and effective sales process can have on sales and the sales team in general. We got really lucky with the Skype connection and the recording came out beautifully clearly. [audio=http://isegail.dl.hipcast.com/deluge/4737ae80-e02a-8b5d-c919-a6843c36495e.mp3,,download] I look forward to … Read more
Posted in productivity, Sales Leadership, Sales Podcasts, Sales Process
Tagged driving sales, Sales management
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Selling to C-Suite Executives
The Keys To The C-Suite What would the impact be on your business if your sales people could all converse appropriately with the members of the C-suite? How many more sales could your sales team make if they truly understood how the products and services affect the financials of your prospects? Imagine your sales people easily gaining access to the CFO or CEO to present your value proposition? Selling to C-Suite Executives is different than selling to middle management. When you listen to this podcast interview I conducted with Gordon Cousins, the CEO of an international business simulation training organization, … Read more
Posted in productivity, Prospecting, Sales, Sales Leadership, Sales Podcasts, Sales Process, Selling Skills
Tagged C-Suite Executives, Gordon Cousins
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How Aussie Sales Management says NO to Microsoft CEO Steve Ballmer
Sales Management: How to say no to your boss and be a hero…. Are you able to say no to requests of you and your sales team coming in from the “ivory tower”? Do you find yourself agreeing to do things even though you are already over-loaded? Do you ever wonder how the X@*#! You are ever meant to get your objectives accomplished when the goals posts are always being changed? Do you ever wonder if you’ll ever get control of your diary? If you are like sales management that I work with, then there is probably many times where … Read more
Posted in Sales Leadership, Sales management
Tagged root cause analysis, time management
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Effective Sales Process – Part 5
A well thought out and manageable sales process is simply a way of mapping out and testing all the steps, actions, tools and skills required to take a sale from qualifying the opportunity to closing, follow-up and service. Read more
Evaluating Your Sales Process-Part 4
Evaluating Your Sales Process: How Can You Tell if it’s Really Working? Firstly, do you have s sales process? Whilst this may seem like an obvious question on the surface, in reality, the majority of selling organizations don’t have one that was designed specifically for them. If they have 10 sales people; it is very likely that they have 10 different selling processes happening within their organization. Consider your current sales process – the way in which you and your sales people currently sell: When was your current selling process designed? Who was your current selling process created for? Does … Read more
Posted in productivity, Prospecting, Sales, Sales management, Sales Planning, Sales Process
Tagged Ram Charan, Sales Process, sales success
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Sales Process – What is it? Part 3
What exactly is a sales process? Think of as sales process as a recipe. Just as baking a successful cake requires the majority of us to follow a recipe, so too with selling. The sales process is the science that goes into the sales. The recipe differs from product to product and market to market. So just because you can bake a chocolate chiffon cake doesn’t automatically mean that you could bake a flourless chocolate cake! Unfortunately the vast majority of sales people believe that selling is an art and set about “doing their selling thing”. What they don’t seem … Read more