Growth and new business development are still the biggest challenges
We run a free-to-use on-line free survey that invites visitors to self-assess their sales organisation against 10 key areas.
Take the test
Results from 2018 show the areas organisations feel least comfortable about are their ‘new business development activities’ (How good is sales management at driving business growth?) and ‘Customer revenue strategy’ (How do you pe
Or is it something that is just for 'others'?
Much has been made of mindfulness for managers in organisations of late. Very little has been written about how mindfulness could help sales professionals. We catch up with one of our specialist associates in this area, Brodie. With an MSc in coaching, Brodie is not one to be swayed by the latest fad in thinking. So is mindfulness a valuable approach for sales, or is it just for the ‘others
Whilst it’s not unusual for large companies to have specialist roles for sales development, sales operations and sales excellence, this luxury is rarely possible for SMEs. In fact, sales management is typically done by the business owner, or shared between willing and capable multi-role staff.
The purpose of this blog is to help SMEs carry out some simple activities to get structurally better at selling and make it easier to scale. We include so
New year, new you!
We hope you enjoy our short video, below, about boosting our professionalism in sales.
Feel free to share / recommend your sources of sales knowledge to help us all get better in this dynamic world.
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
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
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
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
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
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