Sales Resources .

To Test or Not to Test?

Many Sales people are recruited and managed by non-sales people.  Not surprisingly mistakes are sometimes made in the recruitment process. 

More often, a non-sales person thinks that “all salespeople are the same” and then fails to understand why the appointment hasn’t worked.

Sales Management Programme Key Partnership for Supplies Company

Sales Management Programme Key Partnership for Supplies Company

Hardie Fasteners was founded in 1997 by Joseph Hardie and supplies the marine, manufacturing, engineering and construction industry with quality fasteners.

The top 5 lessons to inform your CRM strategy, even before you start!

Since the late 1990's Customer Relationship Management (CRM) has been the go-to response for business looking to get control of their sales effort, better manage their opportunities, and deliver growth.

What's the CEO's role in generating revenue?

This is an interesting question as the answer is everything and nothing. Everything - because we are all, always, trying to sell more, find new customers or channels ; Nothing - in that the CEO needs the confidence to rely on their sales team to generate revenue, drive quarterly growth and replace lost or churning customers, but overall, grow the business with profitable revenue.

However, most CEOs don't have a lot of sales knowledge - or ability. Sales in many organisations can be looked upon as the sleazy, pushy, used car salesman type role in the company (for more on this read Daniel Pink's book, To Sell is Human), and most CEOs don't come from this background.

Why is this? The answer is relatively sensible. Traditionally, people without tertiary education, but maybe with “the gift of the gab”, have tended to get into sales. People don’t necessarily need formal training or skills for a sales role, and while this has made the path easier, the lack of education can be a disadvantage for progress to a general management role - especially in a corporate or bigger company.

Anyway, back to the story.

So, why would your company want a sales model?

Actually, the first question is, does your company have a sales model? From my experience it’s unlikely. Well, not a formalised one that’s followed by all the team.

The educated hustler, salesmanship, sales team management and innovation

MD of GrabOne and self described "hustler who gets stuff done", Ryan Watkins joined the Sales Syndicate social evening to candidly share his insights on Salesmanship, Sales Team Management and Innovation. Here's a brief synopsis of what we took out of his entertaining and engaging presentation.

Case study: Tru-Test

Case study - Tru-Test

With a livestock solutions business strongly leveraged to dairy, Tru-Test, has been challenged by the industry downturn as much as anyone. Shane Nolan, the company’s national Sales Manager for weighing, EID and fencing solutions, joined Sales Syndicate’s monthly support and development sessions about a year ago and says the benefits to date have been unquestionable.

What does disruption mean to our sales teams (and us)?

Firstly, when over 50 Sales Managers were asked about it at our recent Indicator: Sales Syndicate meetings, everyone said there was a form of disruption going on in their businesses and industries. For most, it isn’t an Uber or AirBNB like disruption, but for some it’s close, for others its longer term – but it affects everyone.

To train, or not to train?

That can’t be a real question can it? Doesn’t it apply to everything?

How do we get sales leads in a technology shifting environment

The days of hitting the phones trying to get sales meetings from cold prospects are not yet dead, but certainly, they seem to be dying. This will cause some sales people to breathe a little easier, as most hate the thought of cold calls, but others will be left wondering how to reach out to new sales prospects.

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.