Indicator has gained some valuable sales industry insights over the past three years, having worked with over 250 sales leaders, collectively responsible for over $8 billion in revenue.
To support our anecdotal findings, we surveyed 138 sales leaders during the 2017/2018 year to compile trends for the latest Mood of the Sales Leader survey.
Now, at the mid point of 2018, here are our five main reflections:
Who is it for?
Sales Training course for up to intermediate B2B sales people.
To increase the capability of B2B sales people enabling them to increase skills, their focused activity and conversion rates. A gap of one month between each session will provide participants with the opportunity to trial new learnings and report back to the group.
Managers will be made aware of the content to be covered on each session so that they can support participants to implement new learnings.
So your sales team is not performing as well as you’d like them to. What can you do? If you’re like most sales managers, you will know that training is one of your biggest tools (beyond changing out people – but who says you’ll recruit better this time!) to drive better performance, which is so often the key to how to improve sales. But how do you make sales skills training effective?
One of the most fundamental components of a successful business is a high-performance sales team. By having qualified personnel selling your brand to clients, you can increase your bottom line and minimise cost-cutting measures.
But what is your current sales productivity like? Is your sales team performing at the rate that they should? Do you know where it should be right now? For many businesses, the idea of a productive sales team sounds nice, but implementing a comprehensive strategy is beyond their grasp.
Sales effectiveness drives the world around – economy, business, and relationships.
Business might be disrupted, markets may collapse, artificial intelligence may replace many jobs but a great sales person will always thrive. As a profession salespeople are brilliant at training and development with a long, proud history.
In this article, we explore the next frontier through the lens of biology. We ask the questions: can we get any better at sales? What has been achieved in sports and elite combat teams over the past 30 years is startling. Shouldn’t we be striving for the same things – Faster, Higher, Stronger? But not only in individual performance, as a team. Consider the power of modern teams such as the All Blacks, Team NZ and Navy Seals.
Sourcing and recruiting sales staff who are superstars is just half of the puzzle. If you don’t have a robust and effective onboarding process for your sales staff, you might never get them to perform to their full potential. Worse still, you might not retain them for the long term. We’re going to share five tips with you today that will see you ramp up your new sales staff, and get them performing to the best of their ability, faster and more effectively.
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.