Boosting sales is a universal goal for businesses, and the desire to increase sales volume remains at the forefront of this mission. This essential metric, however, is not just about selling more. It’s about understanding market dynamics, fine-tuning strategies, […]
“Sales Fundamentals for Beginners” serves as your quintessential guide, constructed to equip you with the knowledge essential to excel in the art of selling! Whether you’re embarking on your initial journey into the sales domain or you’re a seasoned […]
Relationship selling, also commonly known as consultative sales or trust-based selling, is a sales technique that uses relationship building to close deals. The best sales techniques are based on building a connection with the customer, creating an atmosphere of […]
Hiring a sales team is a unique game – it’s less about the resume and more about the grit. Unearthing those potential star performers, despite lack of experience or fancy credentials, is no easy task. Sales demand unique, often […]
The age-old debate of cold calling vs warm calling has been a topic of discussion amongst sales professionals for years. But which calling strategy is better? Cold calling and warm calling both have their advantages and disadvantages and in […]
In the highly competitive world of sales, managing your sales pipeline efficiently and effectively is critical to the success of any organisation. We always stress in our Sales Training, that a well-managed sales pipeline can help you identify areas for […]
In today’s fast-paced business world, increasing sales productivity is crucial to achieving success. There are various ways to boost your sales productivity, and by utilising the right tools, implementing effective Sales Training strategies and adopting a growth-oriented mindset, you’ll […]
As sales directors or sales managers, we all think we know what success looks like. However, there are numerous different ways to measure success, represented by different Key Performance Indicators (KPIs). Much depends on whether you are measuring the […]
Modern day sales managers and sales directors are always thinking of how they can increase sales team motivation and sales performance. They are forever looking for new sales incentive ideas to run to drive sales. When you initially think […]
A career in sales isn’t for everyone. It requires a particular combination of skills and abilities, and a certain goal-orientated attitude. A sales career rewards hard work and the regular achievement of targets. It can be demanding and requires […]
We know you’re looking for sales manager interview questions and coming across this guide you’re most likely in one of two camps. You’re either recruiting and are looking for some questions that you can ask a candidate at a […]
Managing a sales team is both rewarding and challenging. Not only do you need to manage the sales performance process, but you also must lead, inspire, and motivate your people as well. Some sales managers are great at the […]
One of the key skills that any sales manager, head of sales or director of sales can master is the art of sales coaching. The bottom line is that it’s all about sales improvement. So, let’s look at what […]
The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are […]
Creating an effective and realistic sales plan is a crucial process which aligns the work of your sales teams with the company’s overall objectives. It gives shape and focus to your sales executives’ efforts, identifies key goals and targets, […]
Before I cover some sales icebreakers that you can use during your sales meetings, let me ask you a quick question; Do you enjoy the sales meetings that you run? As a sales manager they are one of the […]
A sales budget is a critical element in any business and something we talk about a lot in our Sales Training. It’s hard to understand how much money you’ll make without a budget. And it’s even more challenging to […]
“How do I motivate my sales team who are remote, or field based?” It’s a question our trainers get asked a lot and is a very popular topic in our Sales Management Training that we delivery. I know many […]
Every successful salesperson that we’ve met on our Sales Training has always worked towards a sales target. Either this has been given to them by their sales manager or they have created it themselves. As salespeople it’s in our […]
A Good Sales Manager Does These 8 Things Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants to have a sales team made up of superstar […]
How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the […]
There’s a lot to running a successful sales team. You can think of managing sales performance, coaching, leadership, motivation, and a whole host of other things. For the purposes of this blog, I’d like to focus on 3 areas. […]
In my opinion, coaching is one of the best ways to tap into the potential of your team members. If you have coached teams or individuals before, you’ll know the value of devoting time and effort to improving someone’s performance […]
Sales meetings are a great opportunity for a sales manager to get their team together and to review performance and help with motivation. Run correctly they can work wonders to sales team performance. Run poorly and it would have been […]
When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So, […]
I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply […]
It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, globalisation, robotics and COVID. The generational gaps that we really didn’t have to concern […]
We train hundreds of sales managers and leaders on our Sales Management Training programme every year. When we ask them how they motivate their sales teams, we often here similar stories of how they build up morale and get […]
A sales leader attending of our Sales Management Training programmes was asked what he considered to be his biggest priority at work. We thought he would have said ‘hitting targets’ like everyone else had said on the programme. This […]
There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. That person who started off so well, or had all the right things on their CV, starts to make […]
