by Phil Sayers | Feb 25, 2019 | News, Uncategorized
Once you have a sales team in place, it’s essential to measure performance against targets, but simple sales revenue numbers don’t tell the full story of how individual sales people are operating. Of course, if the individual is meeting targets, then this may not be a...
by Phil Sayers | Feb 18, 2019 | News, Uncategorized
Wouldn’t it be great if you won every sales opportunity you found? Sadly, life’s not like that and you’ll inevitably lose some opportunities to an incumbent supplier. If the customer comes out and tells you that they’ve chosen your competitor and signed on the...
by Phil Sayers | Feb 11, 2019 | News, Uncategorized
Sales managers often motivate their sales people with one off incentives and sales contests that award cash prizes. This is a tried and tested sales motivation strategy, and monetary rewards generally produce results. Well … sort of. The problem is that they...
by Phil Sayers | Feb 4, 2019 | News, Uncategorized
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not so subtly threaten the prospect with an expiring discount, or roll several...
