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.

 

 

 

10 Ways to Make Your Sales Numbers

Sales and Business Development Training Sheffield

Sales and Business Development Training Sheffield

 

 

 

 

 

 

 

  1. Know your Sales Recipe – from how many cold leads to meetings; meetings to quotes; quotes to close. Without this formula you really are working in the dark
  2. Write down where your last 10 pieces of GREAT business came from – now rinse and repeat. You’ll probably be very surprised at where the great business does come from.
  3. Know who you want to do business with and why – stick to that profile only. Fish in too many weak ponds and you’ll end up with a mess of mediocre prospects and questionable business
  4. Stop chasing BAD business…qualify hard at the start in line with the perfect prospect profile…ditch the rest. Success flows where attention goes!
  5. Make sure you know the decision makers buying process and their selection criteria – save yourself doing tonnes of work for a buyer who’s keeping you around to bounce ideas off
  6. Visit your sales forecast religiously every day – who do you need to check in with, who’s got the sign off meeting today, who’s making the short list today – The Recency Effect…the subtle art of being there without the buyer feeling they’re being stalked!
  7. Be ruthless in managing your sales pipeline – kick out the stationary prospects, re-qualify them and either re-enter them or put them on a sales database to reactivate/keep warm by some other method.
  8. Maximise your client/prospect face time and talk time…if you can’t manage your time you can’t manage anything. Don’t be lulled into thinking you don’t need to sell because you’re on social media and people will find you…that’s the icing on the cake and is nowhere near replacing the cake any time soon (unfortunately)…so get talking!
  9. Admin is something you do outside of core sales time…yeah, suck it up buttercup, winners don’t do their expenses and write proposals when they could be filling the sales pipeline
  10. Have fun, get excited, total immersion in your industry, your buyers industry, be the most knowledgeable person in your industry, be the go to expert, get creative, start mixing things up a bit, get out there, loud and proud…What? You don’t want to do that? Then maybe you need to find a product/company/service you can get that excited about…sales is a transfer of energy, a transfer of confidence, a transfer of faith…if you don’t have it, don’t expect to be able to pass it on…

Happy Selling

If you’re looking for a sales shot – a chance to get refocused on what’s important in helping you smash your sales target, and what the key success activities are in sales – join me…

Hit the link to find out more and book your spot….Show Me.

Plus – join us and enter a draw to win 6 weeks free sales coaching, and if you want to bring 3 people on the course, you’ll only pay for 2!

 

Is your Sales Strategy Delivering?

You know what your monthly sales revenues ought to be…let me ask you, where did those numbers come from?

Are they more closely related to what you need to generate to cover costs or are they based on realistic market potential?

To what degree have you taken into consideration market conditions, your competitors, their pricing/discount, market trends, cost via specific sales channels, your existing market share?

These are just a few of the crucial factors that should be considered as part of a meaningful sales strategy in order to help you to forecast realistic numbers.

One of the key things that many organisations forget is that a Sales Strategy should:

  • Help the sales team to sell, so should include up to date information on the competitors, their offering and their positioning. Without this the sales team are going into the market place blind and unarmed.
  • Be easily translated into a balanced scorecard that drives business activities on a day-to-day basis.
  • Be understood and used by everyone in the sales team – and if it’s too complicated for the sales team to work with then it’s not a good sales strategy.
  • Be Universal. Sales strategies for different sales channels should be balanced to ensure parity and market consistency and to avoid market confusion. All activities in the sales strategy should reinforce the same message – i.e. 3 sales channels interfacing with one market should have the same pricing structure, delivery schedule and marketing collateral.
  • Be linked directly to the reward and recognition plan of the sales team.
  • Have key milestone targets that can be measured on an ongoing basis and at key points during the sales year.
  • Flexible enough to reflect differing market conditions.

If  you picture your Sales Strategy as something to sketch out in order to get the budget sorted for the year, you may be missing a vital aspect of sales planning and providing the sales team with a route map for the year.

Take the guess-work out of your sales teams performance – call Carol on 0779 002 1885 for a confidential chat or email carol@mortonkyle.com

For more information on how we work see http://www.mortonkyle.com

Happy Selling!!

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