Sales Resources .

2018 reflections on B2B sales

As the new year begins, we’ve reflected on 2018 and would like to share five key insights on what we’ve seen in the world of sales. Through working with hundreds of sales leaders, sales people and companies in 2018, we get a unique view as to what’s working and what’s not.

Are you adding value?

What is the purpose of a sales person? 

A good question to ask yourself or your team is what is the purpose of a sales person? If you’re only thinking about your company then you might say the purpose is to drive revenue to the business. I wouldn’t suggest for a minute that this isn’t part of the answer, but if this is the only answer then my suggestion is your positive revenue outcomes may be short term.

Money talks or does it?

 

Money talks

I’m half way through an interesting book by Daniel Pink – DRIVE! It’s very interesting and worth a read.

Daniel says the model of incentivizing people with money is outmoded and “rooted more in folklore than in science”.

My initial reaction to this (and I stress this is solely my personal opinion, it’s not based upon research) is “that’s just not right”. It just doesn’t align with what I’ve observed over many years in, and running sales teams. Money talks. (IMHO) – especially for the good reps.

Is my reaction biased because I’m a very coin operated person? Maybe yes. Maybe I’m an outlier to his research.

But then I realized that Daniel’s research wasn’t for salespeople, it was for the population as a “whole” (my speech marks).

Ok, so that may make more sense – I think sales people are different to the general population. That’s what often makes them sales people.

And maybe I should qualify this position even more –maybe my position is even better suited to hunters – the Bus Dev people! The “outside” team. And not so much (still is , just not so much) to “farmers”.

So, what am I saying?

Mood of The Sales Leader – Mid-Year Reflections

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:

Sales Training Course: Next Intake

Who is it for?

Sales Training course for up to intermediate B2B sales people.

The Goal

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.

How to make sales training work best for you 



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?

Sales Productivity Demystified (and the Five Things That are Holding You Back)

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.

Energy, Effectiveness & the 4 Keys to Unlocking Your Sales Productivity

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.

Five tips for Effective Onboarding of Sales Staff

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.

Five top tips for farming your client base – As compiled by NZ Sales Leaders

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.

About Indicator

Indicator provides expert training and consulting for sales leaders and CEOs who want to transform their capability, performance and impact in the market – for their teams and organisations.

We bring together like-minded people and industry leaders through consultation, training courses and the Sales Syndicate – the monthly programme designed specifically for sales managers and sales leaders.