Build your ‘sales’ muscle to enhance your performance

Would you agree that to be good at anything you need to exercise and hone your approach to get the performance you are looking for?  Sales is no different! Building up your sales muscle to be stronger, flexible, resilient and competitive is integral to becoming a successful sales person.

sales performance

All it takes is knowledge to understand and the discipline to persevere to get your sales ‘six-pack’ or maybe just a little bit of sales muscle to give you the edge you are looking for in the market.

The sales formula for success is not a ‘one size fits all’ remedy but there are a number of things you can do that will improve your sales performance and help you reach those budgets!


The sales ‘warm up’


Limber up to prepare before you sell.  How you prepare before you even make the appointment with your customer is even more important than the sale itself.  If you prepare well you will position yourself to know who your customer is and why they would be interested in talking to you.  This sounds straightforward but it is amazing how many sales people do not do this and therefore do not have enough insight into who their target customer is.  They are also often blissfully unaware as to what would compel customers to engage with their business to secure and retain ongoing sales.

You must invest in research, analysis, strategy and planning to establish a strong ‘core’ to work from.  To facilitate this process you can gain advantages by strategic networking, partnering and collaboration with the right people to better understand the right approach.  This will help you to align what you are offering with the right customers.  This approach helps your ‘sales muscle’ to be more flexible and resilient to attract the right customers.

Sales Goal Setting


Once you have limbered up you can start to reach high and set goals that you want to achieve to increase sales engagement, interaction and conversion.

If you have done your homework and leveraged the right resources you will have an idea of what trends and insights will impact on your sales performance and will have learnt where your strengths and weaknesses lie and where those of your competitors lie.

Strength in Strategy



Now that you are informed you must determine what your strategy will be to not only secure new customers but also to retain and grow existing customers.  You must conduct yourself with poise and confidence in how and what you are offering as your unique value proposition to expect your customers to become true believers.  If you are convinced what you are offering is a good thing and you can project positive and measured outcomes that are credible and realistic you will overcome any objections that you may face.

The sales performance ‘strength’ workout


Let’s step things up and start the sales performance workout.

Now that you have an informed strategy you can fine tune your approach and practice your craft to hone your skills. This will give you some strength and focus prior to talking to ‘real’ customers.  Find  a ‘sales buddy’ who will workout with you and practice being the salesperson and the customer to get both perspectives.  This will enable you to aim high and get the most out of your workout.

Be brave and be competitive!

be-competitive-salesPush through the pain of doubt to get the most out of your sales workout.   Your customers want to get excited by what you are offering them.  They also want to feel that they are getting value in that transaction.  That value might be a saving, a bonus or maybe even a sense of belonging or exclusivity.  Remember what people see they believe.  Perception is one of the best tools you can exercise in your sales toolkit.  What you say and do will impact on your sales success.


The ‘sales’ marathon


Lastly, remember that sales account management is a marathon, not a sprint.  You need to spend the time to build relationships that will last with your customers.  To do this successfully you need to be consistent in being transparent and visible.  Communicate well and often, but constructively and always with respect.  Your customers want outcomes. Your responsibility is to be able to measure and report results that matter and resonate with what your customers are looking for.   Make no mistake, your customers have more choice now, than ever before.  If you are not looking after them somebody else will be.

Make sure that there is a virtual ‘drink station’ at regular intervals along the course. This will ensure that your customers are refreshed, replenished and invigorated throughout the sales marathon. This will guarantee that they are enthusiastic and receptive and want to run the race with you and not against you.

Originally posted 2016-11-07 16:10:33.

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23 Ways You Could Be Damaging Your Reputation Without Even Knowing It!

How often have you wondered why people behave in different ways when they meet with you, haven’t seen you in a while, or you both know the same person? Often it is your reputation that precedes you.


23 Ways You Could Be Damaging Your Reputation

1. Dismissing people

  • Do you find that you are always busy and often people become just another source of ‘noise’?
  • Is it easier to prioritize the people that will have an immediate impact on what you, and dismiss others?
  • Are you guilty of reacting to people who become your ‘squeaky wheel’ and ignoring others?

You need to ask yourself what message this is conveying.

2. Giving people ‘lip service’

Are you telling people what you think they want to hear, rather than what they need to hear?

Often we are guilty of doing this, however, this is often because it is an easier way of keeping the momentum going and not getting bogged down in discussions that we may see as unnecessary, or that we feel we do not have enough time for.  

You need to ask yourself if your message is speaking the language your audience understands or are you speaking to them in a language that they need to have interpreted?  

If this is the case your reputation may suggest to people that you are out of touch. 

3. Talking trash

 Have you ever caught yourself listening to what you are saying to others as you are speaking, and said to yourself  …Wow!, that sounded great?

You need to ask yourself that if you felt it sounded great are you framing what you are saying to make yourself look good or are you communicating in a way that will make your audience look or feel good?  

This will leave a lasting impression as to whether your audience feels you are credible.

4. Believing your opinion matters more than others

You know your stuff right!  It is an expectation that you express your educated opinion because that is what you are employed to do isn’t it?

This is a dangerous assumption because you are more than likely to come across as expecting others to conform to the way you think, giving them the impression that their opinions are less important than yours, or worse still that you feel they are irrelevant.

You need to ask yourself what perception you are projecting and how people are interacting with you.  This will give you a good indicator of what your reputation is with the people you interact and engage with.

5. Needing to be right

We all like to think we are right, but the truth is, that more often than not, we may be trying to solve problems with solutions that are ’cause and effect’ only.

This may stem the flow of the problem initially but you will only be treating the symptom and not the disease.

Being ready, willing and able to contemplate, consider and collaborate. This is when your reputation will open doors for you.

You need to ask yourself honestly, does your need to be right means you are sabotaging you and your team’s success? 

6. Making yourself look good

This is often a fear driven behavior.  If we do not look good then people may not believe that we are doing a good job, are capable of being promoted, or of being of significant value to the business or others.

You need to ask yourself are you trying to promote yourself at the expense of others?

Are you excluding others because you feel that if you include them it will take the gloss off you?  

This can be a self-fulfilling prophecy. Ultimately your ‘gloss’ will become tarnished because you cannot be everything to everyone. All you are doing if you are behaving this way is providing an opportunity to showcase your weaknesses.

7. Promising but not delivering

Words are cheap.

Actions speak louder than words.

We have all heard these phrases, but often we don’t pay them enough attention to them and this can be to our detriment.

You need to ask yourself when you suggest, direct or intimate something in conversation do you follow through even if the outcome is not favorable for the person you have spoken to?

 If you don’t, what is the impression you are giving to that person and how do you know that person will not become pivotal in your future direction?

The truth is you don’t know, but you can be assured that they will remember the way you treated them.

8. Not surrounding yourself with people who are smarter than you

Have you ever been guilty of not employing someone because you felt that they might show you up?

Do you ever have that niggling feeling that you might be caught out as an ‘imposter’ in an area that you do not believe you perform as well as you should?

You need to ask yourself if you are missing an opportunity to showcase your leadership skills and team performances all because of lack of confidence in your own individual abilities?

9. Believing that there is an ‘i’ in team

We all joke about this statement because we have all heard it said at training sessions and in motivational speaking forums.

The  ‘i’ is really an ‘e’ and that ‘e’ stands for ego.

You need to ask yourself if you are putting you first when you lead, or the team first and if you are jeopardizing your reputation?


Your team will follow if you lead from the front, but will leave you, if you push them from behind.

10. Pretending you know what you are doing when you really don’t

Faking it till you make it may work in some cases but in the long run you will always get caught out and this usually happens when you least expect it.

You need to ask yourself if you are always waiting for that ball to drop, how many others are able to see your vulnerability, exploit you, or pass judgment?

11. Not asking for help when you really should

Flying solo may look attractive but everyone has weaknesses and things that they are not really good at.

You need to ask yourself what will happen when those holes in your armor appear and your team realizes you are only human.  

What message you are sending to the people who are following you? 

12. Fear of failure means you avoid trying new things

Being change-averse and risk-averse means you are stuck.

Being stuck means that others will pass you by and overtake you.

You need to ask yourself if you can afford to be left behind and seen as someone who was not forward thinking. Do you want this to be your legacy?

13. Always doing things the same way as you always have

Habit is a comfortable word.

It is so much easier to repeat the same processes than to learn something new, and often this is why we default to this, often subconsciously.

You need to ask yourself if you are guilty of complacency and recognize that people could see this as your ‘Achilles Heel’ and take advantage.

14. Worried about what others think when you determine how you act

As humans, we are very vulnerable to how we are perceived.

For some of us, this controls our behavior and can, when escalated, paralyze us to act according to what others deem as appropriate and not trust our own instincts and experience.

You need to ask yourself are you allowing your actions to be determined by others, or are you taking responsibility and setting an example.

Do you have a reputation as a leader or one who is being led?

15. Overanalyzing everything

Thinking too much can cause you to overthink and over analyze.

This can lead to doubt and indecision.

You need to ask yourself how you approach your decision making?  

Are you reticent to make any decision and procrastinate because you can’t? 

What impact does this have on your performance and reputation?

16. Communicating what you say will happen, and when it will happen, and then not delivering on that

This is often seen described as time management.

Don’t focus on where you aren’t going to proceed or get outcomes.

However, this approach often means that you, in good faith, promise to come back to someone, follow up, confirm a quote or offer or give them an update within a time frame with some sense of surety and optimism that this will happen.

You need to ask yourself when circumstance and timelines change are you guilty of blowing people off, forgetting to get back to them, dropping them down the priority order or just ignoring them because getting back to them is no longer as important?  

If so what if you need or want something from that person in the future and that is not something you can foresee.  

Will they be there for you?

17. Making decisions on what others say you should do

Following the crowd or winning the popular vote may make you a hero in the short term but when the consequences of decisions that are made, motivated by others opinions, inevitably, you could be the one with egg on your face.

You need to ask yourself are you band-aiding a problem with a solution that you didn’t give consensus on?

18. Making yourself a minority in your mind:  Creating the Victims Syndrome

Society likes to create minority groups, even where they weren’t in existence before.

Why then do we move into the shadow and allow ourselves to be a minority?

You need to ask yourself…

Are you a leader with conviction or a leader without a voice?

You need to be prepared to stand up for your team, be responsible and accountable, to gain their respect and the respect of your peers.

19. Looking at the problem, not the solution

This is more common than most of us want to acknowledge.

It feels so normal to complain about the problem, how it is impacting us and if you give your team a chance they will run with this approach every time.

You need to ask yourself if you are determined to draw a line in the sand.

Expect that your team comes to you with a solution for the problem and never comes to you with the problem for you to solve. 

The solution they offer does not have to be the right one, but it will start them thinking the right way. In time, more often than not, they will be on the right track and be thinking more laterally, than literally.

20. Assuming that the problem cannot ever be part of the solution

Believing that the problem is part of the solution almost sounds like a contradiction for most people, and often it is hard to understand and process.

You need to ask yourself how you can illustrate to your team, and peers, that the problem is a symptom.

To determine the solution, the symptom or symptoms of the problem,  if reverse engineered, could provide valuable insights into the solution or solutions.

The ‘problem’ needs to stop being the barrier between you and the ‘solution’.

21. Doing what you think other people think you should do

Guesswork is about as accurate as being blindfolded and asked to perform a task that requires sight to be successful.  It is not going to end well.

You need to ask yourself if you are prepared to risk your reputation by assuming what you think others think you should do, or be bold enough to find out what should be done and show initiative.  

Travelling with the herd may feel safer but when predators move in you are likely to be trapped.

22. Not investing in yourself as a unique value proposition

Do you pay enough attention to yourself?

If you value what you bring to the table you need to invest in yourself to get the best returns.

Makes sense doesn’t it?

You would do that with any depreciating asset, wouldn’t you?

You need to ask yourself what your strategy is for continual improvement to be at the top of your game or your reputation in your chosen field may suffer.

23. Not believing you can because it is easier to give up

We all get tired living in the human rat race, competing to stay on top of the pack, and to remain relevant.

Sometimes it just seems easier to concede, rather than compete.

You need to ask yourself what the impact will be on your reputation if you choose the easy way out each time.  

You might cruise along for awhile but sure enough, you will hit the rocks if you continue without a rudder to guide you in your strategic decision making.

Your business card is your boarding pass but your reputation is your passport.  If you want to reach the right destinations you need to make sure your journey doesn’t hit turbulence.



Originally posted 2017-09-07 15:48:57.

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Why Purpose Is Necessary To Improve Productivity

Do you feel you are more motivated and your productivity is heightened when you have a sense of purpose?

Being purposeful is something that gives us all a sense of value and worth and is integral to what we do and why we do it.


Being purposeful has a significant impact on how productive your business is, given that it is people that make or break the success of your business.

5 Steps To Create Purposeful Employees

  1. Inclusivity –  This is an important first initial step to ensure that your employees feel part of the journey from the outset. Employees that feel like decisions are being made without their consultation will immediately become defensive and resistant to adopting change. 
  2. Brainstorming –  This is a pivotal step that kick starts the planning process with a no barriers or borders. Employees feel they have a forum to be heard and to contribute.
  3. Ownership – This gives the employee a feeling of being an integral part of the journey to solve the problem, help create and deliver the solution.
  4. Responsibility – This empowers the employee to feel that the journey is incomplete without them as they hold responsibility for outcomes that are critical to the success of the solution when it is delivered.
  5. Accountability –  This is the final step that ensures the employee feels ‘stickiness’ to solving the problem successfully as they will be held accountable, and therefore must be involved and engaged to ensure the outcome reflects positively on their involvement.

An employee who is not engaged is considered to be an ‘active job seeker’.  source

Your Top 10 ‘ Benefits of Having Purpose’ Checklist

  1. Your ‘purpose’ is a key motivator and gives you a tangible reason to plan and execute.
  2. Your ‘purpose’ enables you to set goals you want to achieve.
  3. Your ‘purpose’ ensures you are focused on solutions, not problems.
  4. Your ‘purpose’ gives you confidence that you will achieve what your objectives are and experience success.
  5. You can easily communicate what your ‘purpose’ is when asked.
  6. You talk about your ‘purpose’ with enthusiasm and joy that is infectious.
  7. Others want to become part of the solution because they can relate to your ‘purpose’.
  8. Your ‘purpose’ delivers a value that is contextual to the investment you must make to reap benefits.
  9. Your ‘purpose’ gives you clarity in your ability to collaborate, plan and execute.
  10. Your ‘purpose’ can be expressed as a value proposition to deliver multiple solutions because it helps you to think laterally.

The first question every business needs to ask is …what is the cost to your business for having employees who are not purposeful?

The defining question is… can you afford not to make the investment in your employees to ensure they are on the journey with you?


Originally posted 2017-09-04 09:18:58.

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3 Tips To Transform Your Workplace Bully

I am sure that you, like so many others, are all too familiar with the impact and damage a workplace bully can have on your business.

How do you deal with workplace bullies and how do you stem the ripple effect that workplace bullies can have on your business morale and productivity?


3 Tips To Transform Your Workplace Bully

1. Give them responsibility for a project where they need to initially work solo (so they are not impacting others). This sets an expectation for them to demonstrate what value they can bring to the planning stage and why what they believe is the right approach is valuable.

When they have done this they need to be able to communicate that value in a tangible way to the team to gain consensus.  The bully then needs to articulate what resources are needed to develop and deploy the project, and which people need to be convinced by them that they should be on their team.

Next step is to identify the strengths that those team members will bring to the project to help the bully better understand the collaborative efforts needed to make the project come together.

This process encourages the bully to think before they act and recognize that they need to prove that what they believe is the right way is understood and embraced by others.  This process puts the bully in the spotlight and exposes them, with nowhere to hide!

2. Make them accountable for a project’s successful outcome.  Sometimes a person that cannot see that they are creating challenges needs to be given one that they have to be accountable for.  If they fail it is a great learning curve and humbling experience and can help rehabilitate them.  Be warned this can be confrontational. You should do this on a small scale to avoid collateral damage, however, if a bully is not made aware that they are infallible their behaviour will continue unabated.

3. Discover their strengths rather than focusing on their weaknesses and the impact they are having on the morale and motivation in your workplace.

If you continue to focus on the problem you will never find the solution.

The bully can sometimes be part of the solution if you can harness their strengths for good, and position them to advantage the workplace, rather than let them try and control the workplace.

An example of this might be that this person reacts when they feel that someone is threatening their authority or role itself. This behaviour suggests that this person has doubts in their ability, regardless of how confident or in control they act.  Often this person is suffering from ‘imposter syndrome’ and when business practices change this only serves to inflame these feelings.

Giving this person an opportunity to learn as a reward or promotion seems contradictory, however, when done the right way, is an opportunity for that person to address this without the feeling of inadequacy that makes them look like they have been exposed as a fraud in front of their peers.

In short, your bully gets to save face and with that their behaviour often becomes more compliant and this has a positive flow on effect through the business.

Every situation is unique and often once the bully has been identified the damage has been done.  Being proactive towards bullying in the workplace is the only way to detect the symptoms before the disease is diagnosed.

Originally posted 2017-09-01 16:14:36.

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Compete or Face Defeat

Determining and designing our armour for battle in the marketplace is where a lot of our energies flow.  We know that if we do not compete we risk facing defeat.

Preparing for the battle should start by looking at your business from the inside out, as this is often where yours, like a lot of businesses, may trip up and fall over…even before you launch a product, platform or service.


How do you prepare to compete in the marketplace?

The right way to prepare is to involve your people and take them on the journey with you.

Preparing your ‘soldiers’ for the battle is where the competition battle will ultimately be won or lost. By soldiers, I refer to your stakeholders.  This includes employees, suppliers, vendors, affiliates, managers, end users and any other person who interacts or engages with your business.

By soldiers, I refer to your stakeholders.  This includes, but is not inclusive of, your employees, suppliers, vendors, affiliates, managers, end users and any other person who interacts or engages with your business.

Today this post talks about the importance for your employees to be competition fit.

Competition readiness starts from within your business.

Changes that you need to make in your business to remain relevant and competitive can only be successful if your employees embrace them.  That is often easier said than done.

In theory, it makes sense that to enable your employees to make changes they need to be able to identify with them and understand how those changes will benefit themselves and the business.

5 steps to help employees embrace change to be able to compete

  1. Identify where your champions are in your workplace.  These are your employees who are not change or risk averse and are open and receptive to innovative thinking.  These employees will help you advocate change in your workplace.
  2. Give your champions teams to lead.  Encourage and incentivize them to identify solutions, get involved in what those solutions look like, how those solutions could be applied and become accountable for the outcomes of those solutions when they are implemented.
  3. Support your champions and their teams to explore how to develop and deploy those solutions to fit your customer centric delivery.
  4. Reward your champions and their teams for what they accomplish and help them set new goals to continue achieving and meeting new benchmarks of innovation.
  5. Showcase the outcomes your champions and their teams have achieved within your business to encourage others to engage and adopt change and innovation in your business.

Peer pressure will bring out the worst or best in your employees.  Often when they see something is proven elsewhere they will become believers and have the confidence to adopt and even compete to do it better in their departments.

Change is not about throwing out the old (including employees you think can’t change) and bringing in the new.  Employees need a reason to want to change and if this does not prove to be a trigger you may need to consider deploying them elsewhere in the business, performance managing them or eventually letting them go.

Words, figures, and strategies are cheap unless an employee can identify tangible outcomes.  If other employees are an integral part of proving that solution this just ups the ante.



Originally posted 2017-08-31 15:07:02.

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10+ Leadership Language Styles: What Are You Communicating As A Leader?

The leadership language styles you choose to adopt set the tone and expectation for your employees to follow.



How are you communicating and what impact is your leadership language style having on the employees you lead?

Where do you sit on the Leadership Performance Spectrum, and how can you improve the language you use as a leader to communicate?

10+ Leadership Language Styles to Explore


‘Sticks and stones will break my bones but words will never hurt me.’

Not always true…

As a leader, you are often judged by what you say and if your words are misunderstood or misinterpreted they may become ‘mud’ that inevitably has a way of sticking.

How you choose to articulate your leadership has the ability to define or destroy you as a leader.

Think before you speak, and speak only after careful deliberation, and with a full understanding of the meaning and impact of your words.


The visual language you communicate, as a leader, sets a precedent for not only what your employees believe now, but also what they will continue to expect from you as a leader.

What your employees see, establishes a strong association with what they believe.


The language you communicate virtually, through various channels, and on different platforms, tells the story of your leadership approach and gives insight into your emotional intelligence.

Your virtual footprint as a leader, gives you a voice to narrate and  accentuate how you want to be seen as a leader

How you choose to position yourself will leave an impression and will impact how you are perceived as a leader, whether that be real or imagined.


The way you craft your words can have different meanings for different employees.

Investing your time to understand how to harness the power of the written word as a leadership language tool can only enhance the power and potential of your leadership and its reach.

Recognizing and realizing what you write as a successful leadership language tool may create an opportunity to establish influence and authority, by demonstrating knowledge and experience.


The way you speak, your tone, words and the messages you are delivering, should be contextual with your goals, objectives, and actions.

The employees you lead and the market you operate in, will become confused and disillusioned if the way you behave and the actions you take do not align with what you say you are going to do.


Adopting collaboration as a native leadership language enables you, as a leader, to align yourself with others who have strengths that you do not possess.

This allows you to focus on what you do best.

Collaboration gives you an opportunity to showcase your strengths as a leader, rather than your weaknesses.


Your body talks louder than your subconscious self is aware. The story your body language tells others is often more revealing than any words you say.

Becoming aware of your body language as a leader is an important tool to present yourself as an open and transparent leader who listens, and encourages engagement and interaction.

Your body language can mean the difference between you, as a leader, being seen as approachable or unapproachable.


In today’s world, it may seem strange to suggest being tactile as a leadership language tool.  The interpretation of the term may appear to be politically incorrect, however, in the context of the task that the employee undertakes, rather than the employee themselves, being tactile takes on a completely different meaning and context.

A leader who engages in a task that an employee is expected to do demonstrates that he, or she, is prepared to be a hands-on, involved leader who wants to understand and relate to what they expect from their employee.


Consistency and calmness communicate strength and decisiveness as a leader.

Your behavioural leadership language style has the power to communicate in a way that is conducive to creating trust and sincerity.

This positions you, as a leader, to gain consensus to accelerate progress, momentum, and productivity.


Demonstrating that you, as a leader, have deep knowledge and what you are asking for, or expecting from your employees is understood, establishes a belief system in your employees.

As a leader, if you want your employees to follow you it helps the employee if they can see you understand, can influence, and have authority when you communicate.


Innovation and ideation can often be seen as interruption if your employees believe you do not have the experience to make things happen.

Experience echoes in your language and the way you choose to communicate can amplify this in what you communicate.

If that message fails to convince, confirm or convey your experience the consequences can negatively impact what you are trying to achieve.


Your leadership language style of choice can easily become your leadership DNA by default.

What is your leadership language style, what story are you telling, and is that a true reflection of you, as a leader?



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5 step game changer that will make you a sales superstar

How would you like to learn how to become a sales superstar?

  • Do you want to learn how to stay ahead of your competitors?
  • Are you tired of chasing leads that don’t eventuate?
  • Do you want to better understand who your customers are and what they want?
  • Would you like to understand how you could sell your products or services differently to get much better results?

COMING SOON in January 2017            

  Register your interest in our FREE Webinar

sales superstar

Originally posted 2016-12-07 15:00:00.

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Beat Your Sales Budget in 3 Easy Steps

Achieving your sales budget is critical to the performance of your business but it is often a pressure cooker of wishful thinking and expectation based on projection and perception. This is acutely felt on the front line with your sales people who you depend on to achieve your set sales budget.

Given this the sales person should be one of the most supported members of your team.  Unfortunately they are often not.

A couple of questions that should be asked by the business:-

  • Are the sales people that we have on our team the right ones to take the field?
  • Do they have what it takes to win the game?
  • Are they well aligned with the business?
  • Do they know how to bat (sell) for the team?
  • Do they know how to  hit home runs to bring that winning performance to the workplace?

What makes a great salesperson?

Passion fohar what they do

Sales is not a natural process for many even if they purport to be a salesperson.  It is important that sales people are aligned to what is expected of them.  An employee that is asked to meet a sales budget but is not able to close a sale is going to fail and become a legacy for the business.

#Sales Success Tip:  Recruit wisely! Look at how the sales person will respond to a sales environment and how they think on their feet when faced with overcoming objections.

Belief in what they sell

The last thing you wapost-it-note-for-sale-1240322-1278x916nt to see is a salesperson who is selling your products or services from a script and not believing in the value they have to offer.  Your customers will see right through your sales people if they do not believe that what they are selling has a benefit or value to them that is being communicated clearly.

#Sales Success Tip:  Ask your sales person to tell you why they believe your products or services deliver benefit or value.

Desire to take ownership of what they are selling

keys-1306991-639x829Give your sales person the opportunity to demonstrate that they understand what the product or service can do for the customers.  A true salesperson will want to become an expert on the subject matter and will deliver an elevator pitch that illustrates this in a short period of time.

This gives the sales person confidence and credibility to communicate efficiently and with effect to attract and convert customers.


#Sales Success Tip:  Give your sales person the sales tools to take ownership of what they are selling. If they don’t embrace this opportunity this is an indication that they may not be the right fit or may need further training

What makes an organised salesperson?

Strategy to plan and execute the sales life cycle

chess-by-candlelight-2-1312386-1280x960An organised sales person or sales manager will ensure they have an operational sales strategy with milestones to measure and report progress aligned to the sales budget.

Without a sales strategy the sales efforts are reactive and not proactive meaning poor use of time and other resources,

#Sales Success Tip:  A strategic approach to sales takes the guess work out of the life cycle.  It establishes expectation and incremental progression that delivers indicative reporting.  This increases visibility and transparency of a sales person’s performance.

Access to quantified and qualified sales data


A comprehensive sales strategy should have data as its fuel!  Quantified and qualified data will accelerate the lead generation and the sales conversion processes.  Take care to view data with a lean and agile approach. Qualified data will always have an assumptive element.  Look at trends and insights to gain sales intelligence.

#Sales Success Tip:  Data when quantified and qualified will shape sales and influence decision making to justify resource to budget ratios.

Setting goals

Basic RGBSuccessful sales people set goals for themselves.  This enables them to feel that each step they make towards converting and retaining customers is noted and celebrated.  The sales journey can be long and arduous depending on what the sales objective is.  Smart goals help define the journey and help the sales person keep their eye on the prize.

#Sales Success Tip:  Smart goals help sales people break down the process and keep focus.  Understanding what those smart goals look like and how to measure them is an advantageous sales tool. 

Time management

world-time-1-1586162-1279x1637Time is an often misused resource by the sales person trying to get to budget.  The consummate professional sales person is disciplined in their time management. They invest their time before spending it by gaining insights into who their customers are, benchmarking how they should position themselves and understanding what best practice sales approach is.  This helps them to position what they are selling, where they are selling, why they are selling and to whom they are selling.


#Sales Success Tip:  It is really easy to be a reactive sales person by default. Proactive sales positioning gives a salesperson control of the sales process.

What makes a successful salesperson?


paper-people-1316581-1279x920The connection that a great sales person makes with their customers is measured first and foremost by the feedback and referrals that result from that relationship before it is measured by budget performance.  The investment in robust and transparent relationships builds a foundation that will bring financial reward that is sustainable and scalable.

#Sales Success Tip: Customers want to trust and respect a sales person. When they see genuine interest, empathy and a desire to listen to what their needs and wants they open the sales window.  The investment in nurturing the customer relationship by the sales person establishes the success of the customer interaction and anchors their value to the business. 


listening-to-some-music-1199808-1280x960Are you listening to what your customers are saying?  If so where are they communicating with you and how are they wanting to communicate?  The answers to these questions will help you answer another question. What do my customers want to know?  Too much communication or the wrong communication can be detrimental to engaging successfully with your customers.

#Sales Success Tip: Sales people like to talk. Lets not pretend they don’t.  The challenge is to listen. Only when they listen successfully to what is said, what insights are telling you and what trends or challenges are defining in the marketplace can you start to tell a story that will resonate with your customers.

Take the politics out of sales budgeting.

wooden-dictator-1246248-1280x960Don’t make sales all about the people or leave room for agendas in sales teams.  Team budgets can lead to individual sandbagging and budget negotiations that may be detrimental to revenue performance.  A true sales superstar will be motivated by sales performance to budget when it is clearly defined.  A team bonus is successful when it does not impede the individual’s performance being recognized.

#Sales Success Tip: Team work is important but not when it breeds sales cannibalism.  Structure sales bonus’ and incentives to recognize the individual and the team as a second tier bonus.










Originally posted 2016-11-29 18:27:35.

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10 Sales Productivity Hacks to Attract, Convert and Retain Customers

Attracting, converting and retaining customers is the goal but hacking the process you use to make that happen will only increase your productivity from start to finish.


10 Sales Productivity Hacks

1/  Identify who your ‘real’ customers are

What do they want you to deliver for them?  Don’t guess.  Invest the time and resource to find this out.

How you spend your time by identifying who your customers  really are. This will help you to retain and grow your customer base.

Each year, you are likely to lose 14% of your business’ customers. Source:



2/  Take a good look at what products or services you offer.

Would they appeal to a different customer or industry if they were presented in a different context.  If so, create the story and run a couple of key case studies to validate.

3/ Set mini goals that will lead to a successful conversion.

Aim to kick over those mini goals one by one. Make sure you celebrate each time you do this.  This approach can be communicated well in any good CRM and helps you to see that you are making progress towards your end goal.

90 percent of leads are never closed. What can you do about this?Source: WebPower

4/ Invest in sales onboarding and ongoing training!

What your sales people learn in the first couple of weeks will establish them will get them started but a lot of what they are told in that initial period will be lost due to information overload. It is important that you keep supporting your sales team with interactive training.

 44% of salespeople have an 80% probability they won’t close the sale. Source: Hubspot

5/  Make sure that when you recruit your sales people are well aligned.

Ask yourself are they able to perform the role that you are appointing them to perform?

The process of onboarding an employee is an investment and a costly one if not done effectively.

92% of sales people give up after four “no’s”, and only 8% cent of sales people ask for the order a fifth time.

When you consider that 80% of prospects say “no” four times before they say “yes”, the inference is that 8% of sales people are getting 80% of the sales.

Source: Marketing Donut

6/ Invest in helping your customers to engage and own the solutions you are selling them and reap the rewards.

Increasing customer retention rates by 5% increases profits by 25-95% Source: Bain & Company

7/ Ask your customers for referrals.

You will be surprised how many would be happy to support you if the service you are providing is meeting their needs and wants.

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals. Source: Dale Carnegie

8/ Social Selling when used strategically builds relationships and establishes trust and transparency

Sales reps who leverage social media in their sales process are 79% more likely to attain their quota.

Source: Aberdeen

9/ Leverage qualified data to inform and give you insights into your customer’s behaviour and journeys.

This lets you deliver a more intuitive experience that will lead to a higher level of conversion.

McKinsey analysis of more than 250 engagements over five years has revealed that companies that put data at the center of the marketing and sales decisions improve their marketing return on investment (MROI) by 15 – 20 percent.

10/ Have a sales strategy!

Silly as it sounds a lot of businesses have the team and tools but practice opportunistic and reactive sales practices.

Originally posted 2016-11-28 12:53:49.

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Tame the ‘sales’ lion to remain relevant

tame the sales lionThe business’ expectation to meet and exceed budgets is nothing new.  What is new is the amount of choice business can now access to attract, retain and convert sales.  The challenge for business is to tame the ‘sales’ lion by identifying where to focus sales and marketing resource to optimize sales conversion. This is the only way your business can regain and retain the mantle of  ‘king of the business sales jungle’.


The ‘sales’ roar can be appeased by taking the time to plan a sales strategy for the ‘pride’ to follow. The ‘sales’ herd needs to know who to ‘hunt’ (customers) and what their ‘prey’ like to consume (products/services) and where they like to graze (channels and platforms)

5 Training Exercises to Tame Your Business ‘Sales’ Lion

1/ Understanding who your customers really are.

It is surprising how many businesses believe they know who their customers are but have done little to understand how their customers think and act.  The shift in customer loyalty and behaviour means that who your customers used to be often is not who they are now.

2/ Identifying if what you sell can be sold differently to open up new streams of revenue for your business.

It is not uncommon for businesses to default and sell the way they always have. This is because they have been successful selling this way so there has not been an urgency to change.  With disruption inevitable in all industries, taking steps to disrupt yourself through sales innovation and how you frame sales and distribution of your products and services is crucial to remain relevant and current.  This process will undoubtedly identify new customers that you may not be aware of so it is a win-win process.

3/ Recognize that you cannot do it on your own.

Collaboration with likeminded or complimentary business models can help you grow your business and your brand recognition and reputation. The competitive business model has evolved and collaboration with businesses that will mutually benefit by collaborating creates opportunity in itself.  Remember this may not even be businesses that operate within your industry.

4/ Aligning your employees to the right roles

Expecting all employees to be ambassadors for your brand and act as defacto sales people is unrealistic. Even dedicated sales team members need ongoing support and training to help them to continually align and adjust their sales approach with what your customers want. Being assumptive and ambiguous in your approach is fraught with danger, given the speed of change.

5/ Reward and recognize

The value proposition for the engaged sales person is not as simple as it used to be.  Financial reward for performance is still important but change in behaviour in customers is now also happening in the sales team.  Astute sales people look for recognition, equity, kudos, promotion and other measurements of achievement. Expecting your sales team to perform and punishing lack of performance will demotivate a true performer as they, more often than not, have a need to achieve to be self-fulfilled in their sales role as it is in their DNA if they are a true ‘hunter’.

Turn your ‘sales’ lion into a ‘sales’ pussy cat.

If you do not disrupt your business and become innovative and agile in your sales approach you risk losing market share or worse still losing your competitive edge.  Your sales people will ‘purr‘ when they feel they have more control of the sales process they are expected to execute with knowledge and a value offering that has substance.

This means:-

  • knowing who their customers are and what new customers look like
  • having a product/service offering that has broad appeal, access and application to communicate.
  • being able to tap into a sales network that is solution driven and strengthens brand awareness and reputation.

This drives value- driven conversations and encourages sales people to be confident in what they are selling which gives customers a reason to engage and interact.

If your want to explore the possibilities and learn more…..




Originally posted 2016-11-21 08:35:23.

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