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.

 

 

 

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

4 Places Left – Sales and Business Development Boot Camp – Sheffield

When you join my Sales and Business Development Boot Camp (starting in Sheffield in March) you find out how I have worked with my clients to:

  • Increase leads generated by over 30% in less than 2 weeks
  • Increase their prices by a multiple of 4 AND increased close rates at the same time
  • Used price increases to strategically redefine the client’s business so that they attracted high value clients, bigger names, spending more
  • Create accurate and robust sales pipelines

And, my promise is that I will recreate this success with you and your business, to find out more click here to find out how you can change 2014 before it’s too late. Plus, you get a full money back guarantee if you don’t get the results you work for.

Only 4 places left – the Boot Camp closes at 3 pm on Friday 28th February.

Almost every Business Owner Manager I have the pleasure of meeting knows exactly why their clients should use their products and services; and given an audience and a chance to have a chat, I am totally sure that many Business Owner Managers could sign up every person they sat in front of or interacted with.

The art of sales and business development is not a black art. Sales and business development is part art, part science and the key skills inherent in business growth can be taught, practised and mastered.

Speaking with many Business Owners and Managers, there are a few key issues prevent their passion translating into clients and then into pounds, namely:

  • Systematic and regular exposure and proximity to prospective potential clients
  • Clear focus on pricing and creating unique value in the competitor arena
  • Time to do what they perceive is a huge task – when really it’s a series of small tweaks
  • Ridding themselves of confusion about how to structure their proposition to their ideal prospect list
  • Clarity of the message and how it’s translated

So – how to create a workable business growth plan, how to skill up sufficiently to execute the plan and how to make time to make sure the plan works and the business grows are the key foundations of the Sales and Business Development Boot Camp for Business Owner Managers – there are three slots left.

See here for more details 

If you want to make sure you make the next three months a success, start welcoming clients to your business and gain clarity about how you approach your ideal prospect and client list then contact us for more details.

We are so confident that this program will get you where you want to be that we are offering a full money back refund if you don’t get the results we plan to.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885

Don’t Do It!!!

Do your sales team really need another sales training course?

Before you look at investing in any sales training course – even a refresher course, take a quick look at the following areas of your business:

  • Are your sales processes as effective and as user-friendly as they should be?
  • Are you measuring the right metrics in your business (metrics of events that deliver the sales results you want)?
  • Are you communicating the right sales metrics to the sales team in the right way?
  • Is your sales commission plan driving the right behaviours?
  • In the market place, is your sales message effective, potent, individual and unique?
  • Are you following the planned sales strategy or are you simply looking for the numbers, or worse still, are you following your competitors?
  • To what degree are the gaps in sales performance due to people, process, product or pricing?
  • Do you know why the sales machine is not working for you?
  • Do you have the correct people in place, and if so, are you playing to their strengths?

Sales training could be the last thing you need, meaning there are other things that can be addressed more simply, quicker and often at a much lower cost.

Think about this, if you are not making the margin your require, maybe you are not generating any margin at all, running at a deficit.

Then it is highly likely that most sales training programs will get your team to do much of what they are already doing  since quick fix sales training courses have a very low retention rate on new skills, behaviours and ways of working. Therefore, just doing what they are doing already but potentially doing it faster, more effectively. Yes, you may well become more efficient at losing money.

When you do get to the point of selecting your training provider ask yourself these things:

  • Do you really need sales training that covers everything? Even the parts of the sales process that the team are already doing well?
  • If you only had to train your sales people in three very specific areas – what would they be? Why these three areas only? What will be the impact on the bottom line?
  • How will you know/judge if the training has been a success?
  • How are you going to guarantee that the new skills are adopted (without fail) by the sales team?
  • How are you going to support the sales team during and post training to ensure they get the maximum value?
  • What are the consequences for the team of not abiding by the training and using the new sales skills?
  • How closely does the culture of the Trainer fit the culture of your company?
  • Is the Trainer a Trainer or a Sales Person themselves?

Most sales training programs fail for four main reasons

  • The Managers don’t support the training during and post the delivery
  • The content of the training is not specific enough. the training is too broad-based
  • There are no training KPI’s set in place pre design and delivery
  • There is no follow-up to the training after delivery

As adults we understand that some new skills can be adopted very quickly, and to a high level of competence. Learning to sell is not one of those skills.
Sales training often has to fulfil two functions:

  • It should remove undesirable/damaging behaviour and
  • Replace it with new effective skills

Furthermore, teaching someone to sell is a hearts and minds endeavour. Revising the sales script, getting them to ask more open questions, giving the sales team new lines to close with can all have some impact but that impact is likely to be small and short-term.

Delivering the thought process behind the lines, the logic of the professional sales pitch and the actions to take at each point, the deviations to make, how to re-establish control, how to close along the way…those are skills that take time to deliver properly and develop in the field, and even longer to adopt as second nature.

I’m not suggesting that sales training should be like painting the Forth Bridge, what I am suggesting is that you forget about sheep dipping and concentrate on the three or four aspects of the sales call that would make the world of difference. Train in just what the sales team need to improve on. Also, to increase the effectiveness of the sales training you might want to think about having a training program where the trainer:

  • Accompanies the sales person on sales visits pre training
  • Listens to sales calls pre training
  • Fully understand the sales process
  • Has full sight of the sales funnel and the conversion metrics at each stage
  • Has spoken to the sales team in confidential 121’s so as to understand the individual needs from the training and not just the business needs
  • Understands very specifically the KPI’s that the training needs to impact on

To discuss your sales needs, whether increasing profits, accelerating sales growth, building a more productive sales team or refining and driving your sales strategy, call us for a confidential chat.

Carol Griffiths – Lead Consultant and Director

Morton Kyle Limited

0779 002 1885

carol@mortonkyle.com