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5 Important Sales Performance Metrics To Track
As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools, we can measure everything … and we do. Let’s be honest; it can be overwhelming. And when you’re overwhelmed, you can’t analyse the data,...
5 Characteristics of Successful Sales People
Anyone can set goals…. You can commit to selling more than anyone on your team, bringing in a major client, or doubling your conversion rate. But meeting your goal is far harder. What are the chances you'll actually outperform all your peers without an effective...
Why Aren’t My First Sales Calls Working?
Picture the scene….. you’re making countless calls each day, hoping and praying that one of your prospects will pick up the phone. Finally, someone does -- and what do they say? "I'm too busy for this." "Can you just send some information?" "Is this a sales call?"...
Sales Productivity Myths Exposed
Just because certain sales productivity practices are commonly accepted doesn’t mean they’re correct. Sales is a high-pressure, results-driven role which is why so much emphasis is placed on sales productivity. From sales executives down to entry-level sales reps,...
Do You Really Know Who You’re Talking to?
Today's salespeople need to know more about their prospects before making contact than ever before. And, the bigger your customer, the more likely it is that they'll need to get to know someone other than just the decision maker. When I started my sales career, you...
Oh Please Shut Up!!
Let’s be honest….. Most sales people talk too much. Sometimes it’s caused by nerves, sometime it’s outright fear, other times it’s down to inexperience, or just the belief that if they stop talking the prospect will say “Not interested” and hang up. Often, when I...