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Identifying your target market & creating a market strategy

How to identify your target market and create your go to market strategy Even if you already have a Go To Market (GTM) strategy, you should regularly review it. I cannot stress enough, how important it is to review every part of your sales function.   The world is changing faster and faster and to be successful, we have to be…

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Making a winning team

Generating leads can be an expensive, time consuming activity. Even with a good supply leads and opportunities, poor processes and inferior sales skills can make sure fire prospects vanish and significantly add to the cost, in time and resources, of any leads that are converted.  As the cost of doing business increases, growth and profit starts to suffer. We’re all…

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Teamwork – are we there yet?

Is a team greater than the sum of its parts and does it even matter? It’s not unusual for a sales team to rely on a couple of star performer to achieve its target. The company’s happy, the super sales stars are earning their bonuses and if the underachievers are lacking drive and ambition, well that’s just how it is. …

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7 Tips to ensure you hire the right Sales Person

Hiring Sales Staff - How to find the person you need and get them working effectively The new year is often a time to think about hiring new staff.  Plenty of time over the holidays for crunching the numbers and producing a good final quarter before the new financial year starts. Start by identifying that you do actually need new…

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Be the one to beat in 2020!

If your New Year’s resolution is to grow your business, don’t wait, start right now.  Most New Year’s resolutions barely make it to midnight on New Year’s Eve, or they morph into a to-do list for the first week of January, rather than accomplishing well thought out actions. Growing your business needs sustained, continued success.  A key element to achieve…

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Experience versus Learning

It seems incredible that there’s no specific training available for a career in sales.  Incredible, because we all buy things, often very expensive things, and need help and informed advice to do it.  Perhaps the lack of recognised training, explains why sales gets a bad rap. If you’re lucky, there’ll be sales training once you’ve got won a position, but…

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‘Just get out there and sell, sell, sell!’

Do you remember the good old days?  The summer sky was cloud free, there was snow at Christmas and to be a success in sales, you just had to get out there and sell, sell, sell.  Remember?  No, neither do I and it definitely rained a lot, especially at Christmas! As we’ve become more and more sophisticated, we know there’s…

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Professional Sales – contradiction in terms?

How many of us are proud to respond: ‘I’m in Sales’ when asked: ‘So, what do you do?’  And why is it that sales is perceived to be of significantly less value than most other professions?  Profession, I can almost hear the sniggering at that description, but yes, it is a profession. Surrounded by fake news and communicators at the…

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When to sack a Sales Person

I think one of the most difficult tasks in management is sacking an employee. There is no clear right or wrong time to do it, but it is important to consider the impact it’s going to have on the rest of the sales team. Perception is vital to the confidence of the team as well as making sure the overall…

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