Indicator Blog

Are you adding value?

mike@indicator.co.nz (Mike Stokes) — Wed, 24 Oct 2018 02:00:07 GMT

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?

miles@indicator.co.nz (Miles Valentine) — Mon, 10 Sep 2018 02:50:52 GMT

Mood of The Sales Leader – Mid-Year Reflections

mike@indicator.co.nz (Mike Stokes) — Thu, 26 Jul 2018 01:44:37 GMT

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.

Sales Training Course: Next Intake

mike@indicator.co.nz (Mike Stokes) — Mon, 21 May 2018 23:03:29 GMT

Who is it for?

Sales Training course for up to intermediate B2B sales people.

How to make sales training work best for you

miles@indicator.co.nz (Miles Valentine) — Tue, 20 Mar 2018 22:02:46 GMT

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)

mike@indicator.co.nz (Mike Stokes) — Thu, 22 Feb 2018 19:04:00 GMT

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

sven.hansen@resiliencei.com (Dr Sven Hansen) — Fri, 16 Feb 2018 02:16:02 GMT

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

miles@indicator.co.nz (Miles Valentine) — Mon, 22 Jan 2018 22:30:28 GMT

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

miles@indicator.co.nz (Miles Valentine) — Thu, 07 Dec 2017 21:00:00 GMT

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.

Discount is a dirty word: Making more sales while protecting your margins

miles@indicator.co.nz (Miles Valentine) — Mon, 27 Nov 2017 21:00:00 GMT

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.