Sales

6 Sure signs you need a better sales coaching solution

Sales grow when people grow. In order to produce a high performing sales team, sales managers need to spend at least 50 per cent of their time coaching their reps. What’s more alarming is that an assessment of over 100,000 sales managers shows they have just 44 per cent of the skills necessary to coach their team. Many sales [...]

By |2019-11-11T09:44:55+00:00November 11th, 2019|Categories: Sales, Sales Coaching, Sales Leadership, Sales People, Sales Training|

Five problems caused by a lack of sales systems

Consistent, ongoing success in sales is rarely thanks to luck. Most of the time, it’s thanks to robust sales systems. When you have formal systems in place to support your sales reps – such as a sales process – you are more likely to achieve predictable, steady revenue growth. When these systems are lacking, the opposite is often true. [...]

By |2019-01-16T17:21:03+00:00November 5th, 2019|Categories: Sales, Sales Performance, Sales Process|

The importance of evaluating salespeople & why assessments should be used to support hiring them [Video]

Last month Ventas Managing Director Pete Evans interviewed Objective Management Group (OMG) CEO Dave Kurlan about the importance and value in using sales evaluations to support the development of salespeople during a live webinar. In this interactive interview, hosted by the Association of Professional Sales Dave and Pete share their thoughts on the importance of using sales assessments [...]

Pete Evans To Interview OMG Founder Dave Kurlan In Live Webinar

Later this month Ventas Managing Director Pete Evans will be interviewing Objective Management Group (OMG) CEO Dave Kurlan about the importance and value in using sales evaluations to support the development of salespeople during a live webinar. OMG are the leader of sales evaluations and sales candidate assessments. Dave Kurlan is expert in all facets [...]

By |2019-10-22T20:20:15+00:00October 17th, 2019|Categories: Company News, Events, Personal Development, Sales, Sales People, Sales Performance, Videos|

Why a sales process without a buyer’s journey will fail

The journey that a buyer takes to evaluate and make a purchase has changed significantly over the past 10 to 20 years. Unfortunately, the sales process within many organisations – particularly ones that are large and well established – remain traditional in their approach. Businesses that choose to ignore changing consumer behaviour are putting future growth and sales [...]

By |2019-01-16T16:57:16+00:00October 17th, 2019|Categories: Sales, Sales Process|

Why every sales recruitment strategy must include millennials

With an abundance of articles that label millennials as ‘apathetic’ and ‘entitled’, it’s understandable why some organisations are cautious about hiring them – especially in large numbers. But by 2020, millennials will account for 50 percent of the workforce as they replace the retiring baby boomer generation. Organisations have to start rethinking their sales recruitment strategies, because very soon they’ll [...]

By |2019-01-16T16:59:18+00:00October 3rd, 2019|Categories: Sales, Sales Coaching, Sales People, Sales Recruitment|

Internal customer service training is key to success

It’s no secret that customer service and sales don’t always get along. Whether that’s because they’re often split into two different departments, or that communication between them isn’t as good as it could be, it is rare to find an organisation that has a seamless integration between pre-sales and after-sales support. But the value of this [...]

By |2019-01-16T17:00:07+00:00September 17th, 2019|Categories: Sales, Sales Coaching|

4 mistakes that lead to an ineffective sales process

All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments. Encapsulating all of this is the sales process, which includes the tasks mentioned above. It will also incorporate what the Head of Sales deems is [...]

By |2019-01-16T17:01:32+00:00September 3rd, 2019|Categories: Sales, Sales Process|

Don’t trust your gut! Why a sales recruitment strategy is vital

Our research shows that 46 percent of hires fail within the first 18 months on the job. Why? It comes down to a number of factors—from simple incompetence to misunderstanding the role—but possibly the most crucial is strategy. If no recruitment strategy is used, you might as well fire paper plane job advertisements across the city and hope [...]

By |2019-08-09T11:09:53+00:00August 9th, 2019|Categories: Sales, Sales Recruitment|

A customer service training programme is essential for sales growth

Lead generation, cold calling, prospecting, networking – these are all essential things for a salesperson to do in order to meet targets and bring in revenue, right? Not always.  What if your sales team could exceed goals, and grow your business, without even having to find new customers? It’s possible. Herein lies the power of customer [...]

By |2019-01-16T17:04:19+00:00August 1st, 2019|Categories: Sales, Sales People, 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