It’s the Anti-Coach!

Sales Training Sheffield - Sales Coaching

Sales Training Sheffield – Business Development Sheffield

It’s Not Who You Think…

Here’s how you’ll know if someone else has more influence over your sales team than you do…

How many times have you heard the following from someone in your sales team?

”We can have this order but we have to beat their existing supplier….can we do anything?”

”The competitor has just dropped their prices on this, the customer says we need to do the same if we want their business…can we match it?”

”They want a discount on their first order with us, just a trial rate, just to try us out…can we do it?”

Just how many times, and how often, have you heard this from your sales team?

Sales Coaching Rocks!

It totally does.

Want to see a spike in sales – get away from the desk and spend time with the team.

Productivity and efficiency spikes? Get your sales leaders sat next to the mid-term players and see them move up the ranks.

20% uplift straight away.

20% ++ in some instances, and even better, it costs nothing.

So why am I even bothering to write about this?

Sales Coaching = Influence.

When we coach, you and I, we’re building up influence.

We’re transferring strong sales mental software that you and I have configured, with no bugs.

The more you and I coach our team, the more we influence.

The more we influence, the strong the mental software we install.

Stop coaching and all sorts of bugs creep in.

Because here’s what happens when we don’t coach our sales team…

Someone else does…and those people don’t have YOUR business best interests at heart.

Who?

Your Customers…

Your sales team spends a lot of time with your customers.

Your sales team may spend more time with your customers than they do with you.

They want to please your customers.

Your sales team, because of how they are wired, will derive great pleasure from doing this.

They’ll even take flak from you, the business leader, if the customer is happy.

Your customers have a huge sway and influence over your sales team.

Your customers will let your sales team know what pleases them and how to get their business and leave it for the sales person to battle with the business.

Your customers might even suggest strategies the sales person could use to get the sales manager to say yes…..

After all, haven’t we all had the sales person walk into our office with a deal that’s far better for the customer than it is for the business?

That just means your customer has been a better coach to your sales person than you and I have….

This way danger lurks….

Your Competitors…

Yes….your competitors are coaching your sales team every single day…

Not one single business card has been exchanged, nor telephone call, email or Skype….nothing.

Your customers are the fastest and most intelligent conduit for your competitors to coach your sales team…

How often have you heard the phrase…

‘Competitor X has just slashed their prices by 10%, so customer B wants to know if we can do the same or should he place his order with Competitor X’

What do you do?

Yet again, your customer and your competitor are coaching your sales team….back door coaching.

Robbing you of sales and margin that are rightly yours.

Again, if that’s a stronger coaching force than you or I then we can hang swinging…and deserve to.

Your Prospects…

Your prospects are great negotiators.

After all, your sales team are probably sat in front of the prospect because they want to kick and incumbent out?

What’s that tell the prospect?

Well, a savvy prospect knows there is a deal to be done.

A savvy prospect will test how much the sales person wants the business.

Typically they’ll test how much they want the business by claiming (and this is a rookie hole to fall into) that they love their current supplier and would only move if the price was much less…it’s all about the cheapest after all.

So, your sales person walks through the door to the sales office with a signed order that costs you.

Your savvy prospect has coached and sold your sales person their prospect reality…

Savvy prospect!

We’ve all had sales people do this to us.

You and I know the drill.

But instead of wondering what the hell’s going on with the sales team…I’ll tell you.

We’re not spending enough time with them.

We’re not telling them the business reality.

We’re not installing great sales software.

We’re letting the bugs in.

You and I are letting other people coach our sales team…

And that’s a really easy fix.

Sales coaching is about influence.

If you’re not influencing your sales team there will be a void and they’ll look for something/someone else to fill that void.

That something or someone could be the rest of the sales team, that can be good and bad, but usually bad.

It could be anyone of the three dark forces above…and that’s really bad.

It could be their friends and family who don’t really understand what they do… that’s usually bad too…you’ll know if you’ve ever had a meeting with a sales rep who wants a salary hike because their partner thinks they’re worth more than you’re paying them…very bad.

Or you…and that’s usually good.

Get coaching!

If you’re looking for fresh sales and business development insights to help you drive your sales team and improve sales performance – check this out – totally free and NO SPAM – The Advanced Business Achiever 

Also – take a look at this

www.mortonkyle.com

Got Your Battle Rattle?

Sales Training Sheffield and Business Development Training Sheffield

Sales and Business Development Training Sheffield

In army slang ‘Battle Rattle’ means wearing full battle kit…FULL.

I’ve yet to find a suitably equivalent term to apply to the sales arena…

Maybe you could suggest one…

In truth…I like Battle Rattle.

You see, in my mind, it’s not just about the external kit and the benefits and challenges it brings, it’s not about doing combat (because good sales people just don’t) with those encountered, it’s not even about the protection and security of being part of a tribe when it matters most.

But it does speak to my mind about the sense of endeavour, the effort, the focus, the commitment.

Because, after all, in the army arena, any ambivalent indifference to success is critical, and may be fatal…

Thankfully, the stakes on the sales field are never so high.

Does that mean the commitment, focus and intent should be any less?

That’s a personal question and a very personal choice.

You might say the two worlds can’t be compared…I’d agree.

You might say they have more in common than we suspect…I’d agree with that too.

Whatever your view, you and I can agree that mindset is everything.

Think about this

Two sales people, same training, same skill level, same support, same product, same back up, same sector, same everything.

Yet one flies, smashing sales targets for fun and the other is a constant ball of stress expecting to be fired at any moment.

I see this all the time.

In fact, when meeting a new sales team, the game I play with myself is to spot the sales winners before I see their stats.

I win most times.

For no other reason that success shines and failure lurks like a dark secret.

Ok, the example above is a representation of the extremes, but those extremes and the resting places between those extremes are easy to spot.

Too easy.

But the real bad news is, if I can see it…so can the prospects.

According to research by CSO Insights, 54% of sales people won’t hit their sales target.

Next time you’re wondering about why you’ve got some super stars and some not so super stars on your sales team, just consider one thing.

All the training, skill and product knowledge in the world will only get them so far.

All the revised reward and bonus schemes may get them a tad further.

Short term performance improvement programs might also help.

But before you check out and invest in all that…check out their Battle Rattle too…

State of mind is everything.

 

If you’d like to beat the national average and make sure your team’s not part of the 54% Club, take a look here…

Bespoke Sales and Business Development Courses

Sales Training in Sheffield – The Sales Improvement Workshop

You can also pick up this – TOTALLY FREE

www.mortonkyle.com

 

It’s the End of the Month…Not the World…

How to feed the sales funnel and do sales forecasts, sales training Sheffield

How to Sell – Sales Training Sheffield, Business Development Training Sheffield

Ok, so the sales target was a tad elusive this month. It’s not ideal, so before it’s too late and you get into major panic mode, here’s a few things you’ll want to do.

When you get the urge to do these things I want you to stop….

Stop in the name of all that’s holy, and just have a firm word with yourself.

Here we go:

You’ll want to offer a discount to sales prospects further along in your sales pipeline to get them to bring their order forward.

STOP – you may be able to do this on a rare few prospects, but think carefully. You’re effectively robbing yourself of good profit…which should be reason enough.

EVEN WORSE – you’re educating your prospects to buy from you at month end because you will discount if you need to hit target.

IF THAT WERE NOT ENOUGH – you’ve just pillaged next months sales pipeline so you’re going to hell….

You’ve just committed the first step in the three-step sales program called ‘Race to the Bottom’

The other two stages?

Well you did ask:

You’ll start to tell yourself lies.

Such lies.

Lies about how it was the market, the competition, the economy, your industry, your car, the moon, your birth sign, your first primary school teacher…

You’ll blame everything and everybody other than the person who puts your socks on in the morning.

Yes, you!

No flagellation required here…but as in any stepped program, it’s a stage you’ll go though, and get over.

But you must have a cold hard look at the reality of the situation and examine exactly why you missed target.

Next? If you insist…

You’ll start to make grand plans ….or maybe not….

And whether you do or not depends on how well you’ve been able to get over telling yourself lies…

So these grand plans…such grand plans.

The same size of plans you make when you think about getting to Everest base camp, cycling Lands End to John O’Groats or getting up before the alarm goes off to go to the gym…

Yes, those kind of plans.

You’ll get happy and glowy on the euphoria…you have a plan, how can you fail?

It looks great on paper…chest out, confident stride, I know you’re telling yourself you can do this. Go You!

Hello, hate to pitter patter on your parade and all that, but how different is this to the plan you had last month?

Or, you could fall into the other camp…

You’ll suck it up, all the grief from the sales manager, the sales team and anyone else that’s subsidised your existence this month and you’ll have faith and believe that you were just unlucky.

It was just luck, and it’ll all be different next month.

So make plans or don’t make plans…you can’t control this stuff can you?

So the The Race to the Bottom in three quick stages…

Or you could so this 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

 

SALES JOBS IN SHEFFIELD – Telesales and Lead Generators

Sales Jobs in Sheffield, South Yorkshire

Sales Jobs in Sheffield

You and I need to speak if:

  • You are a sales professional
  • You like sales and see your long-term career in sales
  • You love working with clients to find the best solutions and outcomes for them
  • You respond positively to a challenge
  • You’re looking to move away from a boring repetitive sales role and want diversity, autonomy and a basic and bonus structure to reflect that
  • You want career progression and welcome the opportunity to grow at your own pace and be encouraged and positively recognised for that
  • You have a proven track record in achieving targets consistently

Telesales/Lead Generators – 2/3 Positions – Sheffield

I am seeking 2/3 individuals to work with my client in Sheffield.

A well established and very stable company they are expanding their b2b sales team.

You’ll be speaking with decision makers to assist them in how they organise their business.

You’ll be responsible for using social media to generate leads and prospects and maintaining a healthy and proactive database of leads and opportunities, then profiling the leads in order to pipeline future sales opportunities.

You’ll be spending a large part of the day on the telephone generating leads, appointments, opportunities and market intelligence.

Sales cycles can sometimes be long to start off with so you’ll need to be an excellent communicator, great relationship manager and a first class sales professional at all times.

To register your interest in the first instance – email carol@mortonkyle.com with your CV, notice period and your current salary details. 

Interviews over the next 10 days, ASAP start, happy to wait for the right person.

This is not hit and run sales and this is NOT a call centre.

You’ll be working directly with the Directors in the business.

No previous industry experience is required – just that you have a minimum of 2 years b2b sales, telesales and lead generation experience.

Basic salary 16-18k based on experience – uncapped commission structure 24-25k plus

********************

Field Sales Manager/Business Development Manager – 2/3 Positions – Sheffield

You will be working across the UK in specific vertical markets to perform the following:

  • Attending new business appointments with prospective customers
  • Conducting extensive fact finds
  • Exploring options with buyers
  • Producing sales proposals
  • Winning business

Industry experience is not required as you will receive extensive training and support from this well established and stable company.

However to be successful in your application you should be able to:

  • Demonstrate a high level of competency in b2b sales
  • Demonstrate your skills in working in and achieving in a targeted sales environment
  • Confidently consult and sell at board level

This role requires that you have a minimum of 2 years face to face sales experience, selling to senior decision makers/boards.

You will have quarterly targets.

You will be provided with sales leads, appointments and sales opportunities for you to close.

The basic salary is negotiable depending one experience between 23-26k, OTE is 50K plus, and this is an uncapped bonus paid monthly. This role also comes with an expensed car and benefits associated with a role of this nature, and, of course the usual gadgets.

This is a well established, stable and well respected business with offices around the UK.

To register your interest – please send your CV, with details of your notice period and current salary package to carol@mortonkyle.com…this is an ASAP start, however the client is prepared to wait for the right candidate.

First interviews ASAP. Client interview w/c 7th Sept – these are ideal dates and we appreciate we may need to move outside of these dates for exceptional candidates.

Why Balance Risk, Price and Value in Your Next Sales Demo

How to Balance Risk, Price and Value in Your Next Sales Demo

How to Balance Risk, Price and Value in Your Next Sales Demo

Price, Risk, Value….are you balancing all three for your buyers?

Being unable to unpack and demonstrate risk and value will mean you’ll most likely need to drop your price….primarily to balance what the buyer will perceive as higher than actual risk and lower than imagined value.

It doesn’t have to be that way…

You and I always imagine things are worse than they actually are.

Your buyers will do the same when reviewing your solutions and products…

Don’t let the buyer write your sales demo for you.

Make sure you address their worse fears.

Do that and the price comes a distant third on their list of needs to be satisfied.

For more information – hit the link – Show me how to balance risk, price and value in my next sales demo

http://www.mortonkyle.com

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!

 

Sales Training – Sheffield

Sales Training Sheffield

Sales Training Sheffield

NEW DATE RELEASED: The Sales Improvement Workshop – Sheffield

Hit the link to reserve your seat – I’ll be there – save me a seat

Nothing wounds me more than seeing sales people not being rewarded for the hard work they put in.

But the sad news is, sales people don’t get rewarded based on effort.

They get rewarded based on results!

If you’re in sales you learn that early on…results are the only thing that matter.

That’s why The Sales Improvement Workshop is designed to get sales people operating so that 90% of what they do and where they spend their sales time has a BIG and POSITIVE impact on sales results.

The Sales Improvement Workshop is suitable for new and experienced sales people, Telesales, Field Sales, Lead Generators and Appointment Setters, Direct Sales and Sales Leaders, Sales Coaches, Sales Trainers and Owner/Managers

During The Sales Improvement Workshop, you’ll discover how to:

  • Quickly engage with cold prospects so that you get that all important first meeting, so no more empty sales diaries!
  • Fill the sales pipeline with high quality sales prospects that are ready to convert
  • Maintain consistently high billing
  • Work strategically to improve your sales performance
  • Build curiosity and high level engagement with your prospect
  • Learn the fundamentals of Sales Influence and Persuasion
  • Create a high level of value for the prospect
  • Turn red hot leads into raving customers
  • Diminish the impact of the competition
  • Minimise the need to discount, maximising your prices and your profits
  • Structure your sales presentation so people want to buy from you
  • Build a predictable sales and business development pipeline to give you the sales results you want when you want them

The Sales Improvement Workshop is designed to realign your thinking towards results.

You’ll get great clarity on where you should spend your time and what you should spend your time doing, as well as giving you 100’s of insights that will help you get better results, higher conversions, higher profits and bigger commission cheques.

Fast paced, highly interactive, skills and insights you can use immediately as well as a day where you think about your sales performance, your sales goals and the easiest and simplest way for you to achieve them.

Plus – FREE GIFTeach attendee enters a draw on the day for a chance to win 6 weeks free sales coaching

Plus – if you’ve not got at least a few great insights on the day – you can get a full money back refund. No questions asked.

So: what are you waiting for – hit the link and reserve your seat – The Sales Improvement Workshop

 

Are You Worth More than Your Salary?

Sales is one of the few careers where there is a fairly direct relationship between correctly applied effort and results.

If you’re not earning what you are worth, then it’s fair to say you are not bringing value to your clients or the company. This is a sad state of affairs for lots of reasons, but primarily because:

  • You have the same time in a day as everyone else, yet you’re not creating results and value worth paying for
  • You probably feel that this is not your fault

If you want to stay in sales and command the salary you want – wise up.

  • Invest in yourself
  • Make a promise to yourself about what you are prepared to do to become successful
  • Get on with it

It’s relatively easy to turn a mediocre sales career into a stellar sales career – if you want it enough. Do you?

If so, read on. 4 quick pointers

  1. Get learning – most sales people are in sales by default. Become a professional sales person, study your trade. Get some books, articles Youtube broadcasts from people who can sell – Zig Ziglar, Brian Tracy, Anthony Robbins – yes, these guys have been around for years. I still love how they sell, professionally, with grace and good humour and with great intelligence while they put the prospect at the centre of the process and work around him/her. Get these guys work on mp3 or audio cd, play it in the gym, the car, before a meeting, before sleep, while you shower – listen and then listen again, then apply it to your sales process.
  2. Get a mentor or build a relationship with a great sales person you know – preferably in your organisation, do what they do, do everything that they do. Do it so much better than they do it. Every single day, work harder than they do. Get feedback and then work harder still. Easy, short cuts rarely work in sales, and if they do, then they just don’t last very long. Carve your own skill set and successful ways or working – they can never be stolen from you and you know you can have confidence in your own sales skills.
  3. Put in the hours – build extra time into your day to generate a pot of leads to contact the next day, be very selective about the types of clients you approach, Make sure you are not just ‘doing the numbers’ instead identify high quality and realistic prospects that would change your sales career if you converted them. Don’t waste a minute – if what you are doing isn’t taking you closer to where you need to be – bin it. Guess what – wasting time is harming no-one – just you! Creating time is easy – get to the office 30 mins early, leave 30 mins later – saves sitting in traffic doesn’t it? Take 30 mins for lunch instead of an hr. That’s an extra 90 mins per day easily sorted. And if all else fails, you could turn the TV off?
  4. Once your own learning and mentoring as got you as far as you think you can go with it, then start attending some good quality training courses. A training program, however good, will not give you half as many answer as you want, the real value is when you attend the training with a curious and committed mind. Then it’s worth taking a good quality sales training course – ideally one where you mix with sales people from other industries and you can see how other companies, sectors, people sell. Just remember, attending the sales training course is the easy bit. You have to do something with your new-found knowledge. Go out there and make this new information and these new skills work for you.

Here’s the challenge – do this for 3 months. 3 solid months – commit to being the best sales person you can be, working as hard as you can, building the best sales forecast you can, delivering the best sales margin you can. That way at the end of three months you will be flying so high you will have totally forgotten about this blog, or you will have realised you’re not strong enough for a career in sales, you can get another job and stop thinking you’re something you’re not.

Good Fortune!

Carol Griffiths – 0779 002 1885 carol@mortonkyle.com

http://www.mortonkyle.com

Only 4 Places Left – Don’t Miss This Chance to Build Your Business.

Success brings its own momentum.

This is never truer than in a sales environment – you start seeing  some great results as you make small changes in your business. and after a few days you can’t wait to see what else can happen.

We all know that it’s easier to find 100 things that will each give a 1% improvement in the business than it is to find 1 thing that makes 100% difference, but my aim in working with you is to find those  3 or 4 things that if you do them consistently will give you a major launch pad to help you propel your business into high level growth.

The Sales and Business Development Boot Camp for Business Owner Managers is not a pedestrian stroll through ‘how to increase your sales’.

Not at all. It’s a launch pad, rocket-propelled to get you into the frame of mind to change how you sell, how you position, how you propose and how you price your product or service to your ideal prospect base.

Combining 121 coaching, agreeing outcomes and milestones, accompanied sales presentations, practical strategy, pricing, creating compelling sales propositions and building solid sales pipelines – all contacted in the Sales and Business Development Boot Camp for Business Owner Managers

And you are help accountable for some pretty tough targets.

Think you are up to it?

Want to change your business fortunes in the next three months?

If you need some more details just click here to find out how you can get one of the 3 remaining spaces.

Call for a confidential chat, not all businesses or business owner managers will benefit from this program, so we need to find out if you and your business can gain benefit from joining…and remember – a full money back guarantee if you don’t get the results you deserve.

Contact me on 0779 002 1885 or carol@mortonkyle.com before 3 pm on Friday 28th February 2014.

Here’s what some of my past clients have had to say about working with us:

Director – National Recruitment Company

We hired Carol to effectively remove an impasse to growth in The Interim Register. The business had reached a ceiling in terms of sales and we needed an expert third-party opinion to help us look at the business from a new angle to regain momentum. Carol’s core ideas formed the basis of subsequent restructuring which has been a great success. I would definitely recommend Carol!

CEO – BPO

Carol is the most dynamic and energetic Consultant I have ever worked with.
She has helped me re-shape our entire sales process which resulted in a 50% leap in profits!
Carol has the flair and imagination to add measurable value to any business.
I look forward to working with her until the day she retires!

Director – Consultancy Firm

Before I met Carol, my business was doing well but it was based on referrals from my network. My business is quite specialist in approach and offering, and some of the referrals I was receiving were not really the ideal size of clients I wanted to work with.

I have some great clients, but I wanted to work with some larger and specific organisations. I spent a day with Carol, and then benefitted from some crucial follow-up coaching from her and now I am confident directly approaching the businesses I want to help, and it is working!

Director – BPO

I’ve worked with Carol in three different areas – I’ve been a client, worked with her as a colleague and been delivered training from her. As a client I bought what she was selling; as a colleague I enjoyed her professionalism; as a trainee I learnt some good stuff from her. She is committed, focussed, tenacious and driven to succeed. She is also very straightforward and doesn’t waste words – you will know where you stand with her and her with you – important if time is money!

Director – Print Company

Carol has worked alongside me for six months and is still ongoing. If you want to increase your company sales, move processes forward and bring a new lease of life into your company, you need to employ Carol at Morton Kyle.

Director – Consultancy Firm

She is a pleasure to work with as she is always direct, focused and has the ability to see the big picture, whilst still delivering at the tactical level which is a significant benefit when achieving complex business goals. She is a recognised problem solver and respected by peers, management and board members alike. I would strongly recommend her as an asset to any organization.

Director – Insolvency Practitioners

Carol has worked with our company for a number of years, assisting us in our company growth.

Her role has covered many aspects of our business and sales development, and she consistently delivers more than is asked of her.
She is:
An exceptional listener – she has guided my thinking through the challenges I and my business face on an ongoing basis
Proactive in opening doors and spotting commercial opportunities on our behalf
Direct and to the point when delivering what needs to be done
Great sales focus – 1 days work led to three business opportunities, one of which allowed us to expand our business considerably
Helps us to distinguish between the urgent and the important
Valuable sounding board on sales, marketing, staff targeting, presentations and general business approaches
Achieves a great deal in a very short space of time
Always looks for the easy wins

Director – Civil Engineering Firm

“The sales training with Morton Kyle has been one of the most useful courses we have done. Having no experience of sales previously, we left the training with the confidence as well as the tools with which to become effective sales people. Our success rate improved after the training and enabled the company to move forward in a way that wouldn’t have otherwise been possible.”

Carol Griffiths – Director and Lead Consultant.

Morton Kyle Limited