Category Archives: Sales Management
Sales is a serious and often quite stressful job, so my first tip for those of you who are in sales or are wanting to go into sales is to not take things too seriously. I’ve seen so many sales professionals ‘throw in the towel’ because they let the pressures of what a sales person’s responsibilities are get the better of them. If you’re a sales professional who operates in a market that is competitive, complex and continually changing (which is pretty much every market these days), then you have to be prepared to take some pretty hard knocks, dust yourself off and go at it again. I experienced a sales process that went on for 12 months, only to see it fall in a heap at the very last step. Yes, for a couple of weeks after I was wondering the streets aimlessly cursing how much effort was put in to it to and reenacting the moment when everything just disappeared in a puff of smoke, but there came a time when I had to accept what happened, what I had learnt and move on.
After all, it wasn’t as though I had lost the love of my life (pretty close though…)
Over the last couple of months I have been given the task of developing a team of high performing sales people in a market where the services we are selling is quite saturated, a lot of our target market has been burnt before by promising magic cowboys (they seem to just disappear after promising you the world) and having little to no brand/presence to rely on and yes I was aware of these factors before I took on the task. “What are you crazy?” I hear you saying. But this was an opportunity to really test my ability and put what I’ve learnt over the years around sales performance to the test and oh-boy has it been put to the test. I have learnt more in the last 3 months about sales performance/sales management then in the last 3 years! Let me tell you why. Read the rest of this entry
“Keep up the good work”, “Well done in that meeting”, “Thank You.” They’re nice words, aren’t they? Even just going back and reading them again makes me feel better. But how often do we hear them? Or more importantly, how often do we say them?? It costs us nothing to say these words. Maybe a little bit of pride, but that’s it. You don’t have to reach into your wallet, hold an event or write it down (although sending a sincere hand written ‘thank you’ card or email can be hugely powerful). All it takes is for you to open your mouth, assemble a few words together and PRESTO! Read the rest of this entry
I’ve just returned from a couple of weeks in Bali, and although I am an avid surfer and have done a fair bit of traveling to other parts of the world, this was my first time to the island of perfect surf, nasi goreng and fake Ray Bans. Now I’m always one for a good bargaining challenge and often enjoy testing out different sales people’s approach and skill level, however I soon came to realise that bargaining in Bali is at an entire different level than that of Australia. Read the rest of this entry
“How many calls have you made?”, “How many meetings have you had this week?”, “What’s happening with X & Y accounts?”. Sound like familiar questions? Whether you’re the one asking them or the one receiving them, these questions are generally the most common questions you’ll hear in sales meetings. Yes the answers to these questions are important, but there are other ways in attaining this information and they certainly don’t arouse excitement and inspiration in your team to run back to their desks and pick up the phone. Read the rest of this entry