Sales Leadership | Everything you need to know about Sales KPIs

If you’re in Sales Leadership, you’ve probably heard the saying “if you can’t measure it, you can’t manage it” It’s very true.  You can’t manage what you can’t see.  As a leader who’s expected to deliver results, sales managers  and business owners need to make sure they carefully select some meaningful KPIs (Key Performance Indicators). But before too long, you find you have 50 things to manage, some of which your CRM can’t produce reports on any more.  And how many of them were once requested by the Finance Director who now doesn’t need to know anymore?  Not to mention your sales […]

11 TIPS to Be a Better Salesperson

So you want to know how to be a better salesperson? I’m going to share some tips to help you not just to be a better salesperson, but to be a salesperson that your customers will love. It’s commonly debated whether the skills for being a super-duper salesperson can be learned, or are they just part of your very being.  What do you think?  Do you often wonder what it will take for you to be a better salesperson?  On a day when you can’t seem to close a single deal, it feels like you’re pushing treacle uphill and nothing is […]

2 ways (guaranteed) to dig your business out of a rut

I’m sure you know exactly what I mean by ‘business rut’.  We’ve probably all been there.  A fog has come down over your strategy.  You know something needs to change but you can’t see the wood for the trees.  The hamster wheel just keeps on turning and you want to get off? “if you continue to do what you’ve always done, you’ll always get what you’ve always got” So here are the 2 things that are guaranteed to re-energise, sharpen your focus and dig you out of your business rut. 1. Spend time with your Customers Mix it up between customers who’ve bought […]

SALES TIPS: 10 ways to make absolutely sure your customers come back

Building customer loyalty is essential for success in business.  Acquiring new customers is essential, but if that’s all we ever focussed on, it’d be tough on your sales team as well as your marketing budget. Acquisition vs Retention? Econsultancy did a customer loyalty study which showed businesses are only 5-25% likely to sell to a brand new customer, but are 65% likely to sell to an existing customer.  So it follows that we need to look after the customers we acquire extremely well.  In fact, we need to make sure they fall in love with our products, service, systems and processes.  We need […]

Handle pressure like a superstar!

Are you aware of how you handle pressure? We all handle pressure differently don’t we; some of us find a bit of pressure quite motivational, whilst others feel the weight of the world coming down on our shoulders. Here’s a few things which might help you spot the times when you need to handle pressure.  Plus a few tips on how you might handle it positively…. Self-awareness.  Know your triggers for pressure. What happens to you under pressure, both physically and mentally?  How does the feeling of being under pressure manifest itself?  For example, do you suffer interrupted sleep or go […]

Manager to Leader – How to Make the Change

Have you been a manager for a while now?  Or just recently promoted?  Either way, it’s such a rewarding job to support a team by taking the reigns and being personally responsible for the actions and outcomes of everybody in the team. The early days of management I don’t know about you, but when I first moved from being a field sales rep to being the manager of the team, I made every mistake in the book.  Literally, every single one, I’m sure of it.  I tried to do everything myself.  I tried to think for people. My vision of […]

The most effective way to close your sales pitch (works every time)

Many professions are categorised as ‘skilled’ but often sales is missed off that list.  Why?  I honestly have no idea, other than those who come up with these lists have never sold anything.  Sales is tough isn’t it – I’d definitely describe sales as a skilled profession. There’s so many things to get right before you can even attempt to close the sale.  Have you connected with the customer and built enough rapport?  Do you understand enough about their pain points and challenges?  Does your product solve their challenges? If you’ve ever been on a sales training course (and I’m sure most […]

8 Steps to Giving Feedback Like a Pro

Many business leaders shy away from giving feedback.  I guess they think that it could be a tricky conversation, or that the person won’t want to hear it.  But it’s a myth that feedback is a negative conversation.  Giving feedback on something which has gone really well is a great way to re-enforce what’s worked, so that it can be repeated.   Giving and receiving feedback is a very powerful tool in the workplace.  And employees can come away from the conversation feeling more empowered and enthused than ever, to do a great job for you and your business.  And […]

Top 10 Ways to Achieve Your Goals

We’ve all got goals.  They may be huge life-changing goals or just mini-milestones.  But we create them to help us reach our ambitions and fulfil our potential.  Or to lose a few pounds (or stone!).  Or give up smoking, or drinking or other vices. How are you getting on with achieving those?  Struggling?  Oh dear, don’t get disheartened. I’m here to help.  I thought it would be a good idea to share some tried and tested techniques for keeping motivation levels up!! Set yourself rewards – each milestone you reach deserves a little prize.  You could make a monthly reward schedule, […]

Strategy Made Simple in 4 Steps

Sales Strategy is essential for your business growth. I often find the word ‘strategy’ is used to make something which is essentially straightforward, seem anything but.  In fact, some of the businesses I work with, refer to strategy as being something which bigger businesses do and that somehow they don’t need to it.  Building a strategy is thought of as complicated or only for intellectuals.  But the reality is, it’s your route to success, so I’m going to help you make light work of it. If success happened by accident, you wouldn’t need a strategy – right?  Wrong.  One of the […]