Personal Development : Sales Impact Group

By: Sales Impact Group  06-Dec-2011

August 24, 2011

A question I am often asked is “Are there natural born salespeople that we should be looking for?”
My answer to this is there is no such thing as a natural born salesperson.  There are salespeople with the “gift of the gab” who make good sales but they tend to lack consistency in their results.
Contrary to [..]

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November 15, 2010

In my last ramblings we looked at overcoming the “no hurry/no desire to change from the current supplier or serviced provider” obstacle.
Today we will look at the key reasons salespeople don’t ask for the business.
In fact surveys conducted with the fortune 500 in the States showed that 62% of presentations finish without the salesperson actually [..]

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September 29, 2009

As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios.
In my experience very few companies I have seen have taken the time to identify the most effective process for selling their products or services which brings me to [..]

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July 8, 2009

Confidence is a huge issue for many salespeople.
Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence.  This is something that always comes up when discussing prospecting for new business.
The truth is not many salespeople feel absolutely comfortable in approaching new prospects with [..]

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June 10, 2009

 
Today I would like to drive home the importance of having a sales process for maximizing your sales results and increasing sales revenue.
This is the first part, having a process; however the most important step is training the salespeople in this process.
Many companies when looking at their sales teams subscribe to the old syndrome “if [..]

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March 24, 2009

Every business says they have a sales process, however many of these businesses do not have a process so much as an evolved way of doing things.  When asked what is working well and what is not the answers are vague at best.  It is very hard to measure something that isn’t managed.
A major study [..]

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January 12, 2009

Hi Everyone
I trust you have all survived the Festive Season and are looking forward to getting back into gainful employment!
Please find below my latest article.
Some of you may already be aware that I am offering a Sales Management service for those of my clients who cannot justify a fulltime Sales Manager, however still need a [..]

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November 26, 2008

In this article I am continuing with my theme on the need for personal development both in sales skills and personal communication skills. 
Something I often come across in companies I interview is their focus on marketing and advertising (which many of them don’t measure) and very little interest in actual sales development and training [..]

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October 13, 2008

Please find below my latest offering focusing on the importance of continuous personal improvement.
A lot of sales teams I work with are reluctant at the beginning of the training as they have often been through numerous training programmes before and view it as more of an interruption to their week rather than a chance to [..]

September 25, 2008

Hi everyone.  Hope you all like the new format and our new website.
Kay will be continuing to add the remainder of our old articles to the website as we go.  There are over 130 in all so when you get a chance it may be worth perusing these articles.
My focus for the next few articles [..]


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Asking for the Business : Sales Impact Group

In my last ramblings we looked at overcoming the “no hurry/no desire to change from the current supplier or serviced provider” obstacle.Today we will look at the key reasons salespeople don’t ask for the business.In fact surveys conducted with the fortune 500 in the States showed that 62% of presentations finish without the salesperson actually.


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Customer Retention : Sales Impact Group

Recently I was questioning a sales manager about the number of new sales interviews each of her sales team did each week.Her answer was that a week probably wasn’t the right duration – more like a month.When I asked how many they were doing a month the answer was that they would be lucky to.


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Motivation : Sales Impact Group

We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each type of buyer.The next of the big five obstacles is “No Money”.Unfortunately for many of us in sales the majority of prospects we meet do.