In this month’s newsletter I wanted to share with you some of the insights and ideas from the latest Best Practice Sales Optimisation Day. How to create value and differentiate your business in the digital age were topics discussed at the Furniture Makers’ Best Practice Day, hosted by international office furniture manufacturer Herman Miller, earlier … 
Can you show me your sales process? Often when you ask sales managers this question they give you some sort of verbal description. They explain how their leads are produced, followed up by the sales team and orders managed. However, ask them to provide a diagram of the process and you often get a blank …
This time of year, business leaders are starting to implement their strategy for 2020. They know they can’t leave this implementation to chance. Their competitors will be doing the same and no doubt looking to take their market share! Your strategy may be good but often it’s the implementation that is all wrong. That’s because there …
Most individuals find change uncomfortable. Don’t let fear of change stop you embracing exciting possibilities and new experiences! We are living through a period of unprecedented change at a relentless pace. It touches millions and reaches across political, economic and geographical boundaries. In this state of constant change its only natural to want a sense …
One of the most frequent questions I’m asked is, “How can I recruit great salespeople?” Many managers are struggling to find talented salespeople capable of producing the results they need. One reason is they simply don’t have a Successful Recruitment Process in place. Here are several tips to ensure your team is full of champions. …
Only 10-20% of Sales Managers are smashing their sales targets. Where is Your Team at in Terms of Results? Here are three tips to raise your team’s performance, maximise the impact of your coaching and take your results to the next level. Commitment to Completion. To reach a level of excellence in any endeavour, it’s …
Take a look at the statistics behind how sales are made to uncover a shocking secret! – One that could be your secret sales weapon for success. We have all seen the amazing moment when a sports team comes from behind just before the final whistle to score the winning goal. ‘Keep on keeping on’ …
You’ve spotted an individual with talent in your team, he or she does a great job. “I’m sure they’d make an excellent manager!” you say. Well maybe…you see creating great managers simply by selecting people who are very competent in their roles often doesn’t work out. This new role of managing others is a completely …
We’ve all seen it, and probably been there ourselves too! Watching people walking, driving or eating whilst glued to the tiny screen of their mobile device. On average, people check their smartphones 150 times a day, or every six minutes, 46 percent say they couldn’t live without them and many prefer texting over real-life conversations. …
Language is powerful, by its skilful use you control and influence the discussion, which influences the relationship and ultimately the business results. There’s a direct line between these three elements. If you’re in a sales, then language is the primary tool of your trade. Therefore, it behoves you to continually improve your use of this …
