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 … Read more
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 … Read more
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 … Read more
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 … Read more
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 … Read more
Many marketing directors are probably facing the same two key challenges right now that one of our clients articulated recently: How do I get sales people to write good content for social media purposes? How do I set up a lead nurturing system so sales people can spend valuable time on the best opportunities? … Read more
We all know that in sales hard work, consistency and skill are the foundations of success right? It’s not really the thing to talk about luck as an element of sales success. After all, who would go to their boss and say the reason I hit my target was because of luck? However, luck … Read more
Effective sales coaching is something many organisations strive for – very few pull it off! We are interested to hear your nominations about who helped you in your sales career the most. Tell us what your sales coach did for you? Why should you believe they should be nominated as the best sales coach? Please … Read more
The revealing case of the LEGO showdown It’s a bit of cliché to talk about “us vs. them” in organisations – the eternal conflict between sales teams and operations. Traditionally, there has not been much collaboration, respect or even contact between the 2 functions for that matter. In fact, we even have a conflict case … Read more
What can we learn from the “Fast talking salesman”? It’s the stuff of legend: Fending off the fast talking salesman who will tell you benefit after benefit and do their best to trick you into buying something. Maybe you even had an encounter with one recently. Perhaps a “Chugger” on the high street, or … Read more