Sales People

How to: Create your positioning statement and USP

Positioning statements are a short statement (typically 10 seconds or less) intended to capture the attention of potential customers and prompt further discussion.  Often referred to as your ‘elevator pitch’ or ‘BBQ pitch’ they are ideal to use at networking events where you only have a brief opportunity to create a first impression that motivates people [...]

By |2020-03-30T10:02:19+01:00May 21st, 2020|Categories: Personal Development, Sales People, Sales Performance|

Why would you hire a salesperson who isn’t motivated by money?

Pretty much every sales position offers a level of remuneration as an incentive to achieve sales targets. Isn’t that what most people are motivated by, particularly in a working environment? However, if that were true, wouldn’t all of our businesses be going from strength-to-strength – the scenario being that if someone achieves, they receive money, and [...]

By |2020-03-30T09:51:33+01:00May 4th, 2020|Categories: Sales People, Sales Performance, Sales Targets|

Does everyone in your team need to go on a sales course?

It’s common practice for all sales staff to be offered the same professional development opportunities. After all, you can’t send one team member on a sales course and not another… or can you?  One question to ask above all others Although well-intentioned, sometimes providing equal opportunities for all your staff can actually backfire. You may end [...]

By |2020-03-30T09:37:54+01:00April 23rd, 2020|Categories: Sales Coaching, Sales People, Sales Training|

6 things that should always come before corporate sales training

When it comes to improving sales performance, investing in sales training tends to be the first port of call – but it should actually be one of the last stops on your journey. Sales training is only effective if you have the right strategic framework in place before you start the course. If your staff undertake training without undergoing [...]

By |2020-03-30T09:25:10+01:00April 6th, 2020|Categories: Sales People, Sales Performance, Sales Training|

Forget talent and charisma: consistency is the key to sales success

The ‘successful salesperson stereotype’ is widely recognised throughout the sales community and society at large.  It's an image of someone confident, charismatic and quick-witted with a brilliant smile, and an approachable manner. Sure, these qualities make for an excellent salesperson – especially if you throw a positive mindset into the mix. However, if this person lacks [...]

By |2020-03-16T13:32:13+00:00March 23rd, 2020|Categories: Sales People, Sales Performance, Sales Process|

Why is your sales team experiencing delayed closings?

For a business owner, CEO and sales manager, there is nothing more frustrating than experiencing delayed closings on forecasted sales (maybe other than getting sales into the pipeline, to begin with). The thing is, there are many potential reasons why this happens. However, before you can work out how to deal with it, you need to [...]

By |2020-01-20T09:22:51+00:00March 16th, 2020|Categories: Sales, Sales People, Sales Process, Sales Targets|

Identify your ideal target market to achieve sales goals

Every business should have clarity on their ideal target market – and before you say that your customer is anyone who will buy your product and/or service, this isn’t best practice. We often see salespeople targeting the wrong prospects, they spin their wheels wasting time and bringing on business that is not conducive to reaching their [...]

By |2020-01-13T16:47:14+00:00March 2nd, 2020|Categories: Sales, Sales People, Sales Targets|

Why you want a challenger on your sales team to increase gross profit

Why challenger salespeople are important Some may see it as being competitive, and some might think of it as a form of aggressive behaviour. But when it comes to sales, there is no doubt that the challenger is someone you want to have on your team. Why? Let us explain. A survey of 6,000 sales reps [...]

By |2020-01-13T16:07:18+00:00February 3rd, 2020|Categories: Sales People, Sales Performance, Sales Recruitment|

Your sales plan: your roadmap to sales success

After completing a sales analysis, you should have a good understanding of what’s working and not working for your sales team and your business at large. It’s now time to strategically hone-in on the weak points and create a plan to develop these areas—and set your growth targets. This is your sales plan; it’s one part [...]

By |2020-01-13T15:25:26+00:00January 20th, 2020|Categories: Sales, Sales People, Sales Performance, Sales Targets, Sales Training|

Free Stuff!

The 9-step Pathway to Transformational Sales Results

The 9-step Pathway to Transformational Sales Results

10 Steps to a Successful Sales Recruitment Process

10 Steps to a Successful Sales Recruitment Process

6 Strategies to Make Sales Training Stick

Six Strategies to Make Sales Training Stick

The Sales Coaching Handbook

The Sales Coaching Handbook