Bet You Don’t Read This….

How to earn a higher sales bonus

You’ll skim past this link because:

You’re so successful, you don’t need any more clients…

You don’t want or need to earn any more bonus right now…

You don’t think this program will make you any better at selling than you already are…

You don’t think it will make you any richer…

Or any more successful

Or maybe, you know you don’t have the discipline to consistently work at something for 21 days, no matter what the financial and professional rewards are…

That’s ok.

Today’s not the day for you.

Not yet.

If, on the other hand, you skimmed past it because:

You think it’s just another sales training course

You’d like to upgrade your skill sets yet you’re too busy to sit in a room for 8 hrs

You know that you know what you know, but you can’t work out what it is that you don’t know…and what difference it makes

Then simply hit the link here…TurboCharged Sales and start the next step in your sales career.

TurboCharged Sales is the ultimate rinse and repeat sales improvement program, designed for busy, ambitious B2B sales professionals who want to realise their full sales potential, and enjoy the financial rewards of their focussed sales efforts.

 

 

 

Do You Remember How To Sell?

Sales Training Sheffield

Habit Beats Knowledge

 

 

 

 

 

 

 

 

 

I spent most of last month doing sales audits…which is great.

Firstly, because I love sales audits and secondly, because clients get some really profitable, quick and easy wins.

But that aside, I’m always more than a little conscious that some of the time I’m having to bite my tongue.

I’m keeping my lips firmly sealed because I don’t want to be accused of being TOO salesy, too aggressive, too over the top, just, well, too much.

But this is my blog so I can pretty much post what I want…so here goes…the question I have to hold back on tooooo many occasions is this

Do you remember how to sell?

Shocking right?

I’m sat in the middle of sales teams, full sales metrics in front of me and I’m wondering why the sales manager, the sales director and the CEO need me to tell them what’s happening and what needs to happen.

Here’s what I’ve noticed over the last 12 yrs of doing sales audits:

What I think is obvious is not obvious to many of the sales guys that clock in every day…

BUT the most important thing I’ve realised is that HABIT will trump KNOWLEDGE every single time.

Every time.

Without fail.

And that’s where the rot sets in.

People get into the habit of doing what they like doing, what they feel like doing, what they can get away with doing, what they enjoy doing, what keeps them busy, what keeps them off the manager’s radar…

Sometimes the sales team or the business don’t need new knowledge, new skills or even new insights…that’s not appropriate in many cases…instead, it’s better I help them build better, more valuable, more rewarding and more results orientated habits.

Maybe we all need to take a look at some of our habits on a more regular basis…

Happy Selling

Carol

P.S. If you want to adopt a great habit for yourself, you can hit this link and start today…Start your FREE subscription to the Advanced Business Achiever

P.P.S. and if you feel you need a thorough sales refresher to refine, reprogram and reboot some of your best sales efforts and habits- hit this link – The Sales Improvement Workshop – Just £97 per person, PLUS, you enter a draw for 6 weeks 121 sales coaching…winner drawn on the day.

For further information on what I do – www.mortonkyle.com or email carol@mortonkyle.com or call 0779 002 1885

PLUS – If you want to discuss any aspect of your business and it’s sales performance – just hit this link to register your interest in Funded Sales and Business Development Support

5 Epic Sales Fails – Are You Guilty?

  1. Not researching your leads properly before you call themFAIL – hit and run selling will never get you the result you want.With such easy access to lots of valuable information feeds – there is no excuse for not researching your prospects before you make the telephone call or visit
  2. Having a generic sales pitchFAIL – you should have and be able to articulate at least 5 reasons why the decision maker should grant you an audience – either over the phone or face to face, then have the communication skills sufficient to complete a full needs analysis. Rock the prospects world or stay in bed!
  3. You haven’t worked your numbers FAIL – you know what your target is, yet you are hoping for a 100% conversion in your sales pipeline. If only your sales conversion was that good!
  4. Two ears, one mouth, remember?  FAIL You haven’t realised that good sales people ask questions, great sales people listen.
  5. Prescription Before Diagnosis? FAIL How’s that working for you? Pitching before you know the prospects needs and wants, before you have diagnosed fully you are writing out the prescription! Please question and challenge to understand before you pitch….that way you have half a chance of retaining some credibility

To find out the easiest, simplest and most effective way to smash your sales targets – join us in Sheffield for The Sales Improvement Workshop – sky-rocket your sales performance by finding out what works AND doing it.

Remember – 100% Money Back Guarantee

For more information contact us:

Carol@mortonkyle.com

0779 002 1885

www.mortonkyle.com

Sales Forecast, Sales Funnel, Sales Piepline

There are three specific tools in sales management. They are all crucial and take a high degree of discipline to adhere to, however they will provide a vital insight into sales performance snap shot, short and long-term basis.

The specific tools are the sales forecast, sales funnel and the sales pipeline.

Sales Forecast – a document detailing the prospects that have stated their intention to buy a specific product or service for an agreed price at an agreed time. The bold criteria are very important, if you don’t have one of these criteria then I would question making it an inclusion on your sales forecast.

A sales forecast should be able to forecast sales in advance with some certainty, with the degree of certainty increasing as the time frame shortens.

A sales forecast is not cash in the bank – it should be regarded as a document of record and vital to business planning and cash flow. Lack of accuracy in your sales forecast is dangerous

Sales Funnel – a lead to prospect to sales forecast sales ‘container’ that feeds unqualified leads in to the wide mouth of the funnel, and through a very careful qualification process the leads are either carried through and converted into prospects for inclusion in the sales forecast  at the sharp end of the funnel, or are rejected at any point in the funnel due to their lack of suitability.

Sales Pipeline – is a stepped, criteria driven sales qualification process that sits inside the sales funnel. The sales pipeline is standard within an organisation so that all sales people understand what it means if a prospect is at a certain point in the sales funnel.

The Sales Funnel houses a sales pipeline process that feeds into the sales forecast.

Clean Data and Dirty Data

We also need to make the distinction between clean data and dirty data.

Dirty Data is an unqualified lead/enquiry – you will have 100’s or maybe 1000’s of these floating around, maybe from exhibitions, opened eshots, directory listings etc

Clean Data is Dirty Data that has gone through some form of qualification, Clean Data should be in your Sales Funnel as it goes through your Sales Pipeline activity until it lands on your Sales Forecast or it is rejected. Unqualified Dirty Data should be held in a separate file.

Key Considerations

A Sales Forecast that is consistently inaccurate needs investigating immediately – an inaccurate sales forecast is a key indicator of other issues that will be definitely costing your business money in lost business opportunities.

A Sales Forecast has to be complete. A Sales Forecast that appears without specifics – client name, price agreed, order date, quantity, delivery date, terms is not a sales forecast. A sales forecast should have a very high degree of certainty. If it doesn’t then this is a likely indicator that the sales process lacks that same degree of certainty.

A Sales Funnel should have a high degree of movement – prospects added and taken out on a very frequent basis (frequency will depend to a degree on the industry, product/service sold, order value etc).

The Sales Funnel is a proactive way of managing prospects, by using the universal criteria laid down in the Sales Pipeline – managers should be keen to look at the age of prospects in the funnel, last contact dates, etc.

Managing the sales pipeline should be the key driver for the sales person and the sales manager as there is a high cost to getting the prospect even half way through the Sales Funnel…too many unqualified prospects in the sales funnel and the worthwhile prospects do not get the attention they deserve, too few prospects in the sales funnel going through the sales pipeline process indicate that the sales person needs to increase their time spend in lead generation and lead nurturing.

Universal Standards set down by the Sales Pipeline Criteria – Sales Teams definitely benefit from having a universal understanding of what a Sales Funnel should do and what the criteria are for moving from one stage in the Sales Funnel to the next.

The danger is to have a very full Sales Funnel. This is extremely dangerous. Too large a Sales Funnel means that some great prospects will be ignored whilst poorer quality prospects may get attention they don’t deserve. The aim of the Sales Funnel is to bring focus to the sales process and the progression of quality prospects and sales opportunities.

Qualification is a key skill in managing the Sales Funnel effectively – using good solid sales questions with the prospects is vital to gain knowledge and information that can be relied upon to present to the rest of the business in the Sales Forecast….ensuring a high level of accuracy, certainty, transparency and accountability.

Sales Managers would find it time well spend to concentrate on all three of these sales tools as they provide a great and solid indicator regarding sales activity levels, sales capability, and skill.

Major caveat here…don’t be fooled by thinking high numbers in the sales funnel mean a bumper time ahead….often means quite the reverse

For more information about how you can get the most out of your Sales Funnel and deliver certainty and accuracy to your Sales Forecast call Carol Griffiths – Lead Consultant and Director at Morton Kyle Limited on 0779 002 1885, or email carol@mortonkyle.com

 

How Much Money Have You Lost Today by Prospecting Poor Quality Leads?

Too much!!!!

  • Plus – how much money could you have made if you had dumped all the rubbish records in your sales database – got rid of all the time wasters?
  • How would you feel about replacing all the bad prospect records, and instead, feeding your sales team with red hot, qualified prospects?
  • And having those prospect pools updated daily?

Too good to be true? Not at all.

Too expensive? No!

No-one in business will have escaped hearing the line – ‘50% of my advertising works, I just don’t know which 50%’.

Well the same could be said of sales.

An unknown percentage of your sales database contains all the sales revenues you need to make this year a huge success. The remainder will just drain your budget, waste your time and act as red herrings in your pursuit of sales success.

So – if you want to find out what records in your sales database are worth pursing and what records need to be ditched – call me now.

Just in case you were wondering – you can find out this information in about 2 hrs. Conclusively – who to delete and who to sell to.

What would that information mean to your sales team and how you do business? What impact would that have on your bottom line?

Speak soon

Carol Griffiths – 0779 002 1885

carol@mortonkyle.com

Morton Kyle Limited

http://www.mortonkyle.com

How Much Sales Revenue Did You Lose Today? 10 Reasons Why Your Sales Team are Failing

1. Pitching to the wrong people – do they know who makes the buying decisions, what the buying process is, who refers, who recommends, who signs off and who has the final decision? If so – why are they still pitching to anyone who picks up the telephone?

2. They leave the sales meeting without asking for the business – know the next step before you leave or waste time writing up a proposal that will never get opened

3. They don’t know the budget of the buyer – ask the question. And also ask if they are talking to the person that will also sign the order.

4. Pipeline management is undisciplined – wasting time on the wrong prospects – not all business is created equal – know when to chuck the time wasters and tyre kickers out of the sales funnel

5. Aiming to hit target and not aiming to smash the sales target – subtle difference but leads to massive sales failure

6. Failing to work the numbers strategically – entering the sales month knowing they only have 50% of what they need to close in their sales pipeline for the following month, yet not doing any cold prospecting

7. Chasing bad business – prospects that can’t afford your prices, are more trouble than they are worth, who cost more to service than they bring in

8. Not charging high enough rates

9. Being scared of rejection, ask the question, information allows the sales person to be in charge of the sales process

10. Starting price negotiations too early, a delay in response doesn’t automatically mean the price is too high….

Learn how you can banish these huge sales mistakes and 100’s more from your sales team by joining us on Being Brilliant at the Sales Basics – 121 sales coaching, 2 days sales training, ongoing telephone support and attend the course as a refresher again, any time you like. Being Brilliant at the Sales Basics – Sheffield March 12th and 13th – contact us directly for more details.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited 

carol@mortonkyle.com

0779 002 1885