No doubt like me you’re seeing the term ‘Playbook’ appearing in more and more posts ranging from those helping your business to those helping your personal finances. With so much leading sales content originating in the US, I’ve been a regular consumer of such...
How to get Sales back on track? Is it time to recruit, train, or revaluate your process? When your sales team isn’t performing at the level you want and your growth is failing to meet targets, intuition may say to look and hire an experienced ‘super sales person’ to...
Any sales methodology used in your business underpins the process, the steps your people follow and ultimately their performance. It is important for sales leaders to develop a qualifying methodology to determine a lead’s purchasing capacity, needs and process.
I know that every Monday morning we must be closer to getting back to business. But Monday morning is when it’s the hardest to believe it’ll actually happen. It’s harder to focus, harder to keep motivated. Statistically, 1 in 3 sales hires fail and that is costing...
Back to Basics…but We hear the term ‘back to basics’ all the time. It’s used to reference pretty much anything. I’ve seen it used in ads for school uniform, gardening centres and cooking shows. It only works though, when we can visualise what the basics are. When...
If, like me, you’re unable to operate your business as usual because of the most unusual situation we’re in, it’s important to make sure you’re as ready as you can be to bounce back when things get back to normal. It is an anxious time on all fronts. The pressure on...
The good, the bad and the ugly of sales hiring and firing. Forbes Magazine (and other sources) suggest 1 in 3 sales hires will fail and they highlight poor sales enablement as one of the main reasons for this. Sacking an employee is perhaps one of the most difficult...
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...
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...
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...