Category Archives: Sales Training

Improve your staff sales technique with Online Management Courses!

Posted on 10/01/2012 by mckenzieconsultinggroup
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The world of Sales Management sure can take its strain on you sometimes – not being able to meet targets because there are not enough sales enquiries, or maybe finalizing the deal is just taking too long. There are many techniques that you can learn yourself that will help improve both you and your staff and will help get those all important sales figures on the rise. By looking at the content published on this website, you will be able to become a more proactive sales team leader and help your sales team come together to produce the sales numbers … Read more

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Sales Coaches, help your sales people overcome cold calling reluctance

Posted on 16/06/2011 by isegail
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In this current economic climate where sales have to be made as opposed to customers just buying, an old sales enemy has reared its ugly head. Call reluctance! The truth is that call reluctance has never really gone away, but because, in general, sales have been relatively easy to come by, this curse was able to lurk at the fringes of sales society. Over the past ten years of economic growth, only the heaviest sufferers of this psychological malady were really impacted. Today however, is different. Call reluctance has become very prevalent within sales teams, especially amongst those teams that … Read more

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Why your sales people miss out on 80% of sales opportunities

Posted on 30/05/2011 by isegail

In the B2B world, it is estimated that 90% of companies aren’t actually in a buying cycle when we first contact them.(Source: Selling is Dead) 48% of sales people never follow up with a prospect 25% of sales people make a second contact and stop 12% of sales people only make three contacts and stop only 10% of sales people make more than three contacts 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth … Read more

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The top 5 highest leverage activities of effective sales management.

Posted on 06/05/2011 by isegail

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.

Posted in Motivation, Sales, Sales Coaching, Sales Leadership, Sales management, Sales Planning, Sales Process, Sales Training, Selling Skills | Tagged | Leave a comment

Selling Skills – The Biggest Reason Why People Fail at Selling

Posted on 27/04/2011 by isegail

Last week whilst conducting a sales strategy and planning workshop to teach selling skills for a multinational chemical company, George, the National Sales Manager asked me a question that I am often asked in my role as a sales strategist. “Ian,” he asked me during a coffee break,” In your experience in working with a vast range of selling organizations, why is it that most people fail at selling?” This is a question that plagues many a thinking sales leader. Is it a question of fit (product or company)? Is it that some people are just not cut out for … Read more

Posted in Personal Development, Prospecting, Sales, Sales Coaching, Sales Leadership, Sales management, Sales Training, Selling Skills | Tagged | Leave a comment

The Simple & Most Effective Sales Secret

Posted on 26/04/2011 by isegail

The Simple Sales Secret and the day I really GOT IT! Today I really and truly “got it!” There is a single natural sales approach that all sales greats and great marketers get instinctively. Its’ what makes them so good. It’s what gives them their edge. This one instinctive and in many cases totally unconscious selling method is what all too often separates the good from the great. I can give you the secret in one quick sentence. You and your people probably already know what it is and yet it as Stephen Covey observed in in his bestselling book, … Read more

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Training Sales People – Why sales management must understand the impact of the stimulus response effect on salespeople.

Posted on 24/09/2010 by isegail

Training Sales People – The impact of the stimulus response effect on salespeople. I have in some way or another been involved in training  sales people and sales managers for close on 25 years.  From my time in the United States working with the famed Tom Hopkins, the author of “How to master the art of selling“, till now coaching sales managers for some of this country’s largest industrial sales organizations, I have always been dismayed as to why training sales people doesn’t work. It seems that, sales training, no matter from which great sales training organization, and there are … Read more

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Sales Management – Costly Mistake Sales Managers #5

Posted on 18/07/2008 by isegail

Sales Management – Costly Mistake Sales Managers #5: Is your sales training program a waste of time and money? Is your sales training program a waste of time and money? If you’re like most sales management leaders who have, over the years, commissioned sales training for your sales team, you’re unlikely to report being “completely satisfied” with the return on investment value received. Training impact studies  confirm that the knowledge gained at a seminar or workshop falls off significantly within just a few days of finishing the course. Given the way people actually learn, this isn’t at all surprising. Whilst … Read more

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