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Sales tips and advice from our expert team

Secret sauce – 5 simple things in sales to reflect on

Secret sauce – 5 simple things in sales to reflect on

You don’t have to look too far to find help on the ‘big themes’ in sales: Key accounts, questioning, listening, call planning, influence, persuasion, closing – the list goes on. These are common and enduring themes in sales training, sales books and social media articles. And yet, there are also some very important activities in sales we can carry out that don’t fit neatly into any of these categories. Here are 5 ideas to consider that we’ve di
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Is sales coaching transactional or transformational in your teams?

Is sales coaching transactional or transformational in your teams?

  What style of coaching conversations is happening in your sales teams? It is a well-known fact that coaching by sales managers is a key lever in performance improvement. Many organisations are trying to drive this. Work done by Heslin (2006) suggests that managers who are people-centric and believe personal qualities can change are more likely to invest time in coaching compared to those managers who believe personal qualities are sta
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Bad language in sales:10 expressions to avoid

Bad language in sales:10 expressions to avoid

Did you ever meet a salesperson whose language irritated you? Or caused you to mistrust them? What are these ‘leaky language’ moments? And how can we avoid them? The case of the hotel  A much-quoted study by Cialdini et al (2008) concerns an experiment in using different language in hotel bathrooms to encourage guests to reuse towels. Changing text from “show your respect for nature by reusing towels” to “join your fellow guests in savin
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Accredited vs. bespoke sales training

Accredited vs. bespoke sales training

Which way to go? In the course of client conversations this year, it’s clear many feel a tension between offering an accredited programme, such as those overseen by the APS (Association of Professional Sales) and programmes tailored to their unique sales situation. With the APS aiming for Chartered Status, the attraction of accredited programmes grows year by year: Who would not support the professionalism of sales via meaningful qualificatio
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Sales training or sales academy?

Sales training or sales academy?

Many progressive organisations who do regular sales training for their teams have created sales academies to manage this. This raises several questions: What actually is a sales academy? Do you need one? What can a good sales academy deliver? In our last update, we explained that we are collaborating with WillowDNA to build the Kojo Academy to provide accredited training for sales people. In this article, we’ll explain how a well-designed
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Is your CRM 'shelf ware'?

Is your CRM 'shelf ware'?

As part of our Research led sales excellence approach We conduct a twice annual review of learning from research journals, partners, competitors and clients / client projects. One theme which emerged from the clear majority of clients is the difficulty in getting sales people to use CRM systems. We have looked at successful projects and current research to bring you some insights into this challenge. We are indebted to Brandon Bruce for writi
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On-line sales academy

On-line sales academy

Many of you will be aware of the Association of Professional Sales (APS) and their excellent progress this year in developing accredited training to drive professionalism in the industry. Thanks to their efforts, it is now possible to do a degree level apprenticeship in the UK. We have decided to support this initiative in a substantial way by developing an online sales academy to help clients deliver accredited training to their salesforces.
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Free sales diagnostic for your organisation

Free sales diagnostic for your organisation

How will you get growth in 2018? Free sales diagnostic for 1 lucky organisation This year we have been very busy developing the latest version of our sales excellence diagnostic, (Version 10). Based on user feedback, we’ve included some very useful new features. To celebrate, we’d like to give one lucky organisation the opportunity for a free diagnostic report for their sales organisation. Your sales organisation viewed on one dashboard  V
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Back to school for sales people

Back to school for sales people

The summer holidays are rapidly coming to a close The shops are filled with signs enticing us with “Back to school” offers. As summer fades, a new academic year begins. Can we take anything from this long-ingrained regenerating spirit? Motivation and performance are ever present themes in sales: Could this “back to school thinking” help us get a leg up for the final months of the calendar year? Yes, it can! Here are 3 simple ideas. &n
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Time management training - not as hot as it used to be?

Time management training - not as hot as it used to be?

Is the current paradigm of time management in sales all wrong? Has anyone else noticed that time management training is not as hot as it once was? It seemed like personal organisers, urgent / important, daily goal setting were all the rage a few years back. If it has reduced, it can’t be because there is less need for time management now: With ever more distractions in the digital world, surely we need it more than ever. And why do I still he
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