3 Fitness Factors affecting Sales Performance There are many ways of monitoring and improving sales performance in any company. However, organisations tend to overlook some of the most important influences. Does the individual have the right skills to fit the job? Does the company have the right culture to fit the individual? The magic happens when each is mutually beneficial to
How Do You Accurately Forecast Sales Pipeline? Sales people spend 80% of their time on deals they will not win. Why is this? Are they not good enough to win the deal? Or, do they simply not know how to accurately forecast sales pipeline? Forecasting often tends to be dependent on a combination of sales person’s
10 Reasons why an Election is like a Sales Process The shock of general election result is just one of the ways in which the election bore many of the hallmarks of the sales process. Why? Less than a month ago the country gasped when, on the morning of 8 May 2015, David Cameron was still
4 Reasons Why Sales Managers Should Spend More Time on Coaching What makes top sales managers stand out? They spend more time coaching the member of their teams. Why do they do this? Here are four reasons. The Harvard Business Review has been researching managers who coach their team members, to see what distinguishes them.
Talent Assessment: Pinpoint Gaps in Your Salesforce Taking on the wrong sales person can cause real problems for your business. This won’t happen if you are clear on who you need from get-go. The beginning of the year is one of the busiest times for recruitment. It’s a time where employees reassess a career and often, decide
5 Methods of Effective Sales Training in the 21st Century Top class provider of effective sales training must follow one rule and that is: ‘practice what you preach’ . They need to listen to what the client is asking for. And here’s what the clients ask for: 1/ skilled and professional sales trainers 2/ relevant and
5 Reasons Sales Training Courses Don’t Work Anyone in a Sales position will know some of the pangs that come with their annual sales training courses. Although fairly useful, as the techniques and technology used to improve sales performance are constantly adapting, many of these courses seem to be a reiteration of the previous year.
5 Ways To Spot If A Sales Training Program Will Deliver Results Key Characteristics of a Great Sales Training Program Generic sales training programs can be two a penny. They typically offer very little in the way of innovation, enjoyment or adaptability. Often unnecessarily long and painfully repetitive, they lack industry specificity. In addition, they frequently end up
Sales Training Rollout | Getting Off on The Right Foot Last time we talked about Development Design and the options available to you for sales training courses. But what about the actual sales training rollout? One of the key factors in ensuring a sales course is a success is to get off to the right start. Read on
If You Took Your Driving Test Now, Would You Pass? Learning to drive a car takes some intensive preparation, followed by a series of tests. Would you pass if you took your test again today? Once you’ve passed your test, that’s it for the duration of your motoring career. Over the years, though, the driving