Author Archives: isegail

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There is no question that for most sales organizations, the market has shifted dramatically over the last 12 months…. . Many are as they say “doing it really tough!” Whole industries that were in full swing a 18 months ago are no longer buying anything. Customers where we were assured of monthly sales revenues have all but shut shop and gone home. Unemployment is up, consumers aren’t spending any money and retailers are floundering. Consumer confidence hasn’t been this bleak since the Global Financial Crisis smacked us fulll in the face. Increasing sales activity may cause sales to drop even … Read more

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Listen to this interview with people dynamics expert, Maree Harris Maree Harris is a leadership development coach and facilitator of leadership development workshops and training. Her expertise is in the area of people dynamics and people management – growing leaders so they can grow their people. Maree comes from a strong belief that we in management need to invest in and engage our people. People are an organisation’s foundation; they make it what it is; they truly are its greatest asset. All her work involves helping leaders and managers look after their people so that their people can look after … Read more

The single formula every sales leader must understand to double sales revenue How would you like to double your sales revenue? Of course you would! The “Double you sales Revenue” formula is a simple formula which could potentially do just that. But hey, even if you just increase your sales revenue by 25% that’s got to be worth your while right? When I am called in to do sales turn around work (Help companies turn their flagging sales around), in most cases I simply go to work helping my clients with strategies to implement the “Double you sales Revenue” formula. … Read more

I have recently been engaged by an “inside sales” selling operation with the goal of doubling their sales closing conversion rates.(From 9.425% to 15.8%) Here is a training webinar video that I delivered for the current group of learners going through the 90 day Sales Coach Academy training. This 1/2 hour training video covers the 6 step process I used to almost double the conversion rate for my client in just 6 short weeks. Make sure to take good notes…and follow these simple steps that any sales manager must go through to increase the effectiveness of their sales team. Enjoy … Read more

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Here are 3 basic errors that 80% of sales people make. They can very easily be coached and corrected resulting in increased sales. Error #1 – Always ask for the “Next Step”. Too many salespeople leave the conversation with a customer or potential customer without a) establishing or b) setting the nest step to move the process forward. As sales managers we tend to focus our attention on sales RESULTS, whereas if we measured the process, which includes a series of steps to move the sale forward , the results will take care of themselves. Error #2 – Stop selling … Read more

The single BIGGEST STRATEGY of the worlds top performing sales managers Whilst there are any number of strategies that a Sales Manager can employ to increase sales and margins and motivate the team to get more done, this free report will focus on the single sales management strategy that requires no budget and even better still….no money. Find out why less that 20% of sales mangers hit their sales numbers consistently and what to do about it. In this video I will show you a management tactic that has been proven, time & time again, to drive the sales team’s … Read more

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Diversity, diversity, diversity! Is it really just another politically correct HR initiative, or can it really impact profitability? Get the answers to this and many others from one of the foremost expert thinkers and speakers on this “hot topic” Lynne Schinella. Ian interviews with Lynne Schinella – An expert in understanding and handling diversity. Lynne founded Schinella Incentives, an organization which developed programs to help improve team’s performance. Over the next ten years she saw that the most successful teams were the most diverse, able to acknowledge their differences and build on their strengths. She shares her wisdom and learning’s … Read more

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Learn how to mobilize the talents , efforts and energy of your sales team. To do that you need a purpose that everyone on the team buys into. In this podcast interview I did with with renown author Rajeev Dewan, you will find out how to get your team purposeful without the “Fluff and the Puff” Learn how to have your sales team chomping at the bit to achieve your goals with speed passion and precision. Rajeev Dewan is an international author, inspirational speaker, and peak performance coach to senior executives and their teams. He has partnered with Fortune 500 … Read more

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Podcast interview with Grant Herbert – The people builder and leadership Coach Grant Herbert has a passion to see people break free of whatever is holding them back from “Bringing out their Personal Best”. Listen in as we discuss the “7 Secrets to engaging people “ …and a whole lot more. Enjoy Ian

Developing a Sales Team that works ABOVE the LINE! In today’s highly competitive sales and work environment, companies need proactive salespeople who know how to self-manage. They need salespeople who are both proactive, and are willing to take ownership of and responsibility for their actions. These are empowered people who resolve problems and issues that cross their desks without looking to pass blame or offer excuses. These resourceful behaviors are called “above the line behaviors”. This learning module which is taken from The Sales Coach academy course, is all about how to get your team to take responsibility and ownership. … Read more

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I came across this article about three weeks ago -It was that good I thought I would have you read it Are you frustrated with your sales results? Maybe you are in need of a better approach to driving sales from your sales team. Avoid Coaching for Results – Rather coach behaviors When I listened in on one of John’s recent coaching sessions, here’s what he asked one of his sales reps,   How many prospects did you call? Where’s your call report? Did you sell anything today? No wonder he’s frustrated. He’s trying to coach results. And when you … Read more