The performance and effectiveness of sales teams should be a topic of serious concern for most sales organisations. After all, research published by CSO Insights in its Sales Performance Optimization Study shows that the percentage of salespeople achieving quota has declined year-on-year since 2012, while revenue plan attainment fell from 89.2 percent in 2012 to 82.7 percent in 2015, even in spite of greater adoption of sales enablement strategies. Some have blamed millennials for this … [Read more...] about Could Millennials’ New Approach to Sales Help Improve Your Organisation’s Results
Sales Learning & Development, is it a "thing"? In the past, there has been recognition for trainers working in IT, Health & Safety and general soft skills. This week I was introduced to the world of sales training (Through Sales Learning and Development Conference), and it's one to watch. A few months ago a twitter connection Alex Moyle contacted me. He asked if I had come across the National Sales Conference before. He then mentioned a side conference called Sales Learning and … [Read more...] about A new place to learn for learning & Development people in business #SLD17 Sales Learning & Development
Today is day one of the national Sales Conference 2017. The first session was called 7 steps to maximise your sales effectiveness. This was led by Andy Hanselman Andy outlined several factors in the sales process, and mostly based his presentation on the following 7 steps.: Step 1 - choose 'em or lose 'em step 2 - Make sure you are getting enough Step 3 - Be prepared Step 4 - Build trust, rapport and credibility Step 5 - Finding needs, solving problems and selling … [Read more...] about 7 steps to maximise your sales effectiveness #NSC17
Gamification in Leading and Development Gamification, the framing of an activity like a game to make it more motivating is not a new concept. The concept of gaming has been around for years – credit card companies and airline reward programs for example. (1) Gamification is not literally a game, but using game mechanics and thinking to create a game-like experience. (4) The most basic characteristics of gamification in action are: (9) Simple, recognizable cues for the next … [Read more...] about Gamification in leadership and development
Today I received a great email, its text without the advert is below: Dear Mike, I’m going for the plain English approach here because I want to keep things simple, in the hope you’ll find time to get back to me. We (xxxx) are a full service integrated demand generation agency with specialties in working with technology, ecommerce and people services businesses. Our goal has always been to deliver high impact and measurable campaigns that really do deliver outstanding results. This … [Read more...] about Plain English communications?
5 Tips for Making a Sale Some people in the business world seem to have an innate sense for how to sell a product. For others, this ability seems like something akin to magic -- a special power only available to a select few. If you fall somewhere in the middle, just knowing your customer and really believing in your product may be enough to help you make sales. If, on the other hand, you're in the "selling is magic" crowd, you may need to hire a wizard or two to help grow your business. Here … [Read more...] about 5 tips for making a sale
Who is responsible for marketing? If we Google or Bling "who is responsible for marketing" we get marketing, directors or everyone. Indeed many thought leaders on marketing say: "Everyone in your company should be aware of the marketing message, visions, and goals of the company, and should reflect that message in everything they do that is related to the product and your customers." Which is a truism, but how many organizations actually actively encourage all staff to participate. On a regular … [Read more...] about Who is responsible for marketing? – all change in the business world
Is it the method or the result that is important? Having watched a professional discussion about the pro's and con's of NLP and other psychology based tools for HR, OD and people development (training & coaching) activities, it got me thinking... Call the plumber we have a problem... Remember when you phone for a plumber you want that person to install a shower or stop a leak... you don't want to hire or contract on the name or brand of the tools they use... does it matter what type of … [Read more...] about People don’t care about NLP, TA, and other tools and methods – why do we get so besotted by them?
Training Needs Analysis - Identifying Needs in Commercial Sales Another free template for conducting a training needs analysis (TNA). Commercial Sales Employees: The training needs analysis is used by any organization to determine areas of job performance in which an employee needs training. The survey or assessment pinpoints the skills that the employee needs in a particular job or role. It aims at expanding the commercial skills of your sales team. Through training the sales team becomes … [Read more...] about Training Needs Analysis Template for Commercial Sales Teams
With budgets being squeezed it is not surprising that training is taking a hit like many other business services. Traditionally external spend on training has been cut early on but internal training resources allowed to continue to develop. Today I received an advert from Gower – a well respected provider of books and paper based resources on management, HR and training. Usually the sort of spent that is so small – £20-£100 per item, that this is barely impacted, but what I saw today shocked … [Read more...] about UK training sector crash