“Self-confidence is the Memory of Success”

By Suzanne Burgess   The most confident sales-people are those who give themselves credit for their accomplishments - including all those "little victories" throughout the day. Get that loud committee in your head to start acknowledging all of your wins and positive sales accomplishments. Boost yourself daily. Pat yourself on the back for each forward advance you've made towards your sales target for the day, the week and the month. Self confidence is a baseline requirement for a successful salesperson. Confident salespeople look for new business. ... Read more

Does your Sales Team know how to discuss value?

By Suzanne Burgess   Price is what you pay - Value is what you get. -- Warren Buffett There is no such thing as absolute value in this world. You can only estimate what a thing is worth to you. - Charles Dudley Warner The ability of a salesperson to articulate the value of his or her product or service is a vital skill that is often not mastered as well as it ought to be. It also needs to be articulated differently in ... Read more

Tracking The Sales Team’s Appointments – A “Leading” Sales Indicator That Needs to be Monitored

As a sales manager or business owner, one of the key “leading” sales indicators to keep track of is your sales team’s daily face-to-face appointments with prospects and customers.   [Note:  “Leading” sales indicators are mostly activity-related. “Lagging” sales indicators are mostly revenue-related. By monitoring leading indicators you’re in a far better position to predict future sales revenues because you can keep an eye on whether or not there’s enough happening weeks, if not months before you need to hit those sales targets].   Maximizer ... Read more

End of your Financial Year? Use Maximizer to Gain Serious Insights into Your Sales Stats

  For many companies, the 28th of February is the last day of their current financial year. It’s also the day that Sales Managers and Max Administrators need to do some basic housekeeping. This housekeeping relates specifically to their annual pipeline as their sales year wraps up. Analysing annual sales, marketing lead-generation, database, customer service and pipeline statistics is a vital management function indeed.   Let’s just focus on the pipeline for now: Accuracy is key. Of course, the idea is that you should ... Read more

How Clear is the Communication at Your Company?

For good or ill, your conversation is your advertisement. Every time you open your mouth, you let people look into your mind. Do they see it well-clothed, neat and business-like?" - Bruce Barton Does management effectively communicate changes and instructions to every member of the team or is there a problem? Is there an effective feedback mechanism between salespeople "at the coalface' with clients and the rest of the company? Clearly articulating ideas and instructions are essential attributes of a salesperson. The ... Read more

As a Sales Team, Do You All Have Fun?

Having fun at work is vital in today's stressed and fast-paced business world. We all know that laughing and smiling releases positive endorphins i.e. "happy chemicals" into the bloodstream, so it makes sense to laugh, smile and really enjoy what we do.   Today, if you feel your team's happiness factor is a bit on the low side or if your sales meetings are getting gloomier and doomier by the week, then brainstorm what you can do to get your ' team mojo' ... Read more

Selling it like it is

"Are You Trying To Sell Me Something?" For a culture that spends so much time and money buying things, you'd think we'd be more excited when someone tries to sell us something. But we're not. The semantics are important here. What we really mean is, "are you trying to selfishly persuade me to buy something that will benefit you more than it benefits me?" We're goal-directed, risk-averse and self-focused. We don't care about the salesperson's commission, of course. We care about our own resources. The magic ... Read more

How Does a Person’s Resilience Affect Their Sales Results?

All of us get knocked down, but it's resilience that really matters. All of us do well when things are going well, but the thing that distinguishes athletes is the ability to do well in times of great stress, urgency and pressure." - Roger Staubach Example: John loses a major deal he's been working on for months. He goes into a tailspin for a full week thinking about the lost commission and wasted effort. Errol also loses a major deal, but shrugs ... Read more

How motivated is your sales team right now?

Every sales team has a "vibe" which I find pretty easy to pick up when I meet a team for the first time. Energy creates energy, positivity rubs off on others - as does negativity. Being motivated doesn't just affect an individual's sales performance, it can affect the performance of the entire team. At your sales meeting, ask everyone to rate the team's motivation level from 1-5 with 5 being highly-motivated and 1 being seriously demotivated. Depending on the answer, discuss what ... Read more

What Are You Putting Into Your Sales Pipeline?

When building a sales pipeline, one of the key considerations is the quality of the leads entering the pipeline. The more "trash" i.e. unqualified enquiries that enter the pipeline, the more likely a team is to be bogged down in chasing deals that are never going to close. With limited time and internal resources, a sales team must focus on those deals with a higher probability of closing. At your meeting, discuss and agree the key criteria your company uses to qualify ... Read more
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