Category Archives: Sales Process

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.

The differences between sales trainers and sales coaches Read more

Sales Management: High Leverage Activity In this article we will look at the highest leverage  sales management activity you can employ to accelerate your sales teams selling efforts. Your Plate is Full! You have a full plate, of that there is no question! Goal setting, planning, establishing metrics, evaluating performance, managing the pipeline, market planning, generating reports, reporting, meetings, more meetings, recruiting, keeping abreast with technology and market trends, key account management, putting out fires, promise fulfillment, internal roadblock removal and the list goes on… With all you have on your plate the big question is…How truly productive are you? … Read more

Sales Techniques: Would you like to know what your prospects are thinking? One of the best sales techniques is being able to figure out what’s going on in the head and more importantly in the hearts of your prospects and customers. As a strategic sales coach I am constantly on the lookout for tools and strategies to help my clients close more sales quicker. Well….I recently came across this this really cool (free) video that shows you how to use internet tools to get behind your customers and prospects eyeballs and into their heads. The more you can understand what’s … Read more

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

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

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

Sales Management Strategies: How to sell value that your customers will pay for. Why does your sales team lose sales to “lower price” competitors? There is a wonderful quote by Mack Hannan, author of Consultative Selling who expresses this concept so succinctly, he says, “Unless you know your value all you can sell is your cost- If you cannot price your value all you can price is your cost!” Essentially what Hannan is saying is that when your sales people focus on what goes into your products and services, all the features, benefits, and performance outcomes, (what your product/service does), … Read more