We all know the different sales skills and attributes of hunters and farmers.
Hunters are your sales people who love the thrill of the chase, they have to get up every morning and decide where, who and which technique to use for the hunt. Farmers on the other hand are your account managers who love building fruitful (and profitable), long-term relationships. They know where their fields are – they just need to go and get the most from them.
How many times have you heard:
“We got the deal but had to give away a bit to close it”.
Actually, if it was just ‘a bit’, that’s probably okay – but when it’s more than a ‘bit’ it starts to affect the all-important business margins.
Just about every single time I have seen a company’s sales slump or slow down I can go back to the sales cycle duration, and see a corresponding slump in leads or prospects.
Who is it for?
Designed for sales people, sales managers and executives who need to operate in a highly productive state.
Presence, Flow and Eudaimonia
As a young doctor, I saw that the medicine applied to save lives, might have another purpose. Medical and biological sciences could be applied to improve and optimise life. The vision took me into Sports Medicine and then Resilience.
Easy - the sales manager’s job is to drive their team to make sales. It’s that simple, right? Wrong. It’s big and it’s complex.
Here are our 5 recommended reads on sales strategy and management, sales prospecting and more. If you have a suggestion to add to the list, we'd love to hear your recommendations too - please let us know or add your comments below.
How well is your team executing strategy and do they even get it?
The company away day workshop, done well, is one of the biggest value creators you can invest your executive team’s time in. How well are you leading and communicating your plan, what are your great wins, how well are your values providing a compass for guiding decision making, is there a positive culture and determination around your plans and budgets? These meetings are not talkfests – they’re discussions to get plan refinement, reinvention and most importantly - engagement.
How many times in a sales process do you hear this?
I was emailing a guy the other day promoting a sales course I’m running and his response on the first email was “What’s the price?” My response was; Lesson number one in sales - never talk price too early. In fact, never talk price until you (the seller) are ready.
Indicator and NZ Leaders recently joined forces with special guest presenter, LinkedIn guru Chris J Reed, to host an evening in Westhaven.