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.

 

 

 

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

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

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

Being Brilliant at the Sales Basics

Being Brilliant at the Sales Basics

Sheffield 12th/13th March 2014

Course Details

Designed for sales staff who want to:

  • Increase order values
  • Improve margins
  • Sell on value not discounted prices
  • Shorten sales cycles
  • Increase sales conversion rates
  • Handle objections
  • Create value based relationships with sales prospects based on demonstrable ROI
  • Create solid sales pipelines
  • Build accurate sales forecasts

Further detail on this course can be found by clicking here

For more details – use the form below to request an agenda, alternatively contact Carol on 0779 002 1885 or email carol@mortonkyle.com

Fee:

£1,395 per attendee plus VAT (1 Aug 2013)

  • Including lunch and workbooks on both days
  • Psychometric test
  • Pre course attendance evaluation
  • Two one to one follow up sessions post attendance
  • Unlimited telephone support
  • The opportunity to attend the course again as a refresher at no extra cost
  • 30 day full refund – money back guarantee

Testimonials from past attendees:

Senior Manager/Divisional Head – Business Advisory Organisation

Carol got to know Medilink well and her understanding of the company allowed her to provide our team with excellent training and advice.
Her application of business expertise, twinned with in depth research yielded a tailored training package for the business

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.”

Sales Skills for Non-Sales Staff

We are proud to launch our new training course in Sheffield – Sales Skills for Non- Sales Staff.

Your staff are the face of the business, responsible for building your brand, often way before and many years after the sales team have done their job.

This course will be relevant to anyone in a customer facing role – telephone or face to face, maybe warehouse staff, receptionists, help desk, customer service, logistics, drivers or operational support staff.

The skills associated with sales, influencing and persuasion are vital to the smooth running of any business, for dealing with both internal and external clients and driving the correct behaviours and outcomes, this course will deliver all the skills needed by non-sales staff to ensure all of your customer interfaces are professional and seamless.

For more details – click here