Category Archives: Sales Planning

Effective Sales Management by Leveraging High Value Activities Last month whilst I was doing a sales team productivity audit for a large multinational account, in my feedback report I quoted an old CSO Insights report wherein author Jim Dickie from CSO Insights, wrote, “In the absence of proactive sales management, reps will actively reside in their comfort zones”. The report called for me to lay out a 6month sales productivity improvement plan. As a key part of that plan I laid out the following high leverage activities that my client’s sales management team needed to adopt.

Time Management for Sales People In this 4 part article series I will outline the 4 cardinal sins your sales people make every day –unpacking one cardinal sin per article. lets begin with the first and one of the most costly

Learn new sales management strategies What would your results look like if your sales people increased sales conversion rates by only 5%? Now imagine that they increased their conversion rates by 10 or 15%. Well, here’s the good news. The good news is that 15 or 20% increase conversions are easily achievable if you’ll follow along through this blog post. The bad news is, is that just because what I am suggesting is simple, it doesn’t mean its easy. How do I know? Because both you and your people already know it….but…you’re just not doing it! I recently conducted a … Read more

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

Do your people still feature and benefit your customers to death? Read more

Strategies for Sales Coaches to Boost Revenue There is no question that in these economically uncertain times, sales coaches will need to get a whole lot smarter and more shrewd if they are going to keep their existing customers and they are going to need to be a whole lot more crafty if they are to win the slim pickings that are still out there to be had! That being said there are some fundamental sales management strategies that, when implemented, are guaranteed to generate sales within the next 90 days. In the last blog we looked at Strategy #1 … Read more