Is business slowing down? Are you experiencing sluggish revenue growth? It might be time to review your sales process. Despite most sales leaders believing they have a good process, a recent survey of hundreds of salespeople and managers across Australasia showed that in reality only 3 percent of salespeople have a strong, milestone-centric sales process in place. [...]
If you need ideas to improve sales, the fastest way to boost business growth is to enable sales systems throughout your organisation. Successful sales systems create efficiencies, saving you time and money and helping you keep sales performance on the right track. Some examples of sales systems include: An effective sales process. CRM software. Marketing tools such as [...]
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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
