Category Archives: Sales Leadership

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

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Performance Management Processes form a map which brings together all of the elements that will help to make your team successful in every aspect. The systems are in place to ensure that a high level of organizational performance can be easily achieved. The Process is often complex and for this reason it is often overlooked and misunderstood. If we break the process of Performance Management down, it’s much easier to understand. It’s also a very practical method to view performance over different time frames. The Key elements of the process are – • Planning • Do • Review • Revise The ‘Planning’ phase is … Read more

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How you manage your staff will play a vital role in the results and profits that you can expect to achieve.  Through using effective management skills you can give regular updates on their performance and if they are achieving the goals you have set for them. Managing can be a difficult task, however if looked upon with a positive attitude and by using the correct techniques you can find the job to be a rewarding and simple task. The techniques are easy to apply and can be used as often as you like, look at them as guidelines to help … Read more

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Being a good leader can be the difference between your success and your failure. As the leader of your sales team you will be the first point of contact for all of your staff so this usually means that a lot of problems come your way. The key difference between a good leader and a bad leader is the way in which the problems you come across are dealt with. By being able to show off your efficient problem solving skills it will instil confidence in the team working for you. Being a Good Leader To become the most effective … 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

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Let’s face it. It’s natural for people to seek assistance that will help them become more competent and professional in their line of work. In our world,  everything is able to change. Training and seminars help us enhance our acquired knowledge and skills and make them more contemporary. Most challenges that sales managers face come from within, and you have to understand your position well. The fact is, business can’t exist without capable managers who can operate booming sales teams. You may have the best product compared to your competitors, but you have to have clients to succeed. And to … Read more

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Yes, it’s true. The only constant thing in this world is change. Change can give you benefits but the results are always unpredictable. The success of change depends on the people who implement it. People must embrace the change so it can be successful in the future. For that reason, the most vital element in change is the people. Since it’s unavoidable in life, is it the same in large corporations? The answer is yes, and what I’m talking about is change management. Change management is a method designed to shift the thinking of individuals and teams to a different … Read more

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Being a sales manager is a tough job and it is made tougher by all the so called “experts” out there on the net who continue to publish sales management myths. But today, we are going to dispel some of these, so you can get on with the those sales! Myth # 1 – An effective management tool is a Sales Quota The truth is,  sales quotas don’t motivate, because it’s not what the employee wants, but what the organization needs. As a result, the team seldom goes above and beyond the standard and only aims for the minimum. Myths … Read more

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Good news! Here is a simple way for you to boost your morale and become an effective sales manager on your team. In order for you to have an effective management process you should receive continuous training in the latest sales techniques and modern practices. You can achieve this by regularly taking management courses. We also like ideas that will increase our work productivity. Training programs provide a more skilled workforce and a more effective team. Every person needs some help at times, and a sales management coach will keep you aware of the latest methods and improve your skills … Read more

Being the sales manager of a company is a tough position. We are expected to apply our expertise to accomplish the company’s goals and simultaneously develop the skills of our employees. We make sure that our team clearly understands their expectations, responsibilities and roles. Our group must speak as one and have a unified sales philosophy. We are also in charge of giving our salespeople their assignments and helping them along the way. With this we also learn if the products and services we offer fit our target consumer’s needs. The fact is, it takes more than just a passion … 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