Resources
The ‘fish’ that makes your business take off
Here is a selection of what inspires us for our sales philosophy
Sales Performance Survey
Diagnose before you prescribe
Before you start a sales training or improvement project, it makes sense to analyse on which sales performance drivers to focus. We can help you with our ‘sales fishbone model’ to go beyond the symptoms and analyze critical root-causes of below-par sales performance. With our sales effectiveness assessment we assess the strategic importance and current performance of each of the 30 sales performance drivers in the following 6 categories:
- Sales Strategy
- Sales Process
- Sales Organization Structure
- Sales People & Competencies
- Sales Culture & Motivation
- Sales Support
Sales leaders gain particular insight when they conduct assessments on a regular basis and track changes over time to measure the results of improvement efforts.
Sales Performance Scorecard
Prioritize improvement efforts
The Sales Force Performance Scorecard provides a snapshot of an organization’s performance and the strategic impact of the sales effectiveness drivers at a particular point in time.
Diagnosis of sales force issues leads to a long list of sales effectiveness drivers that are candidates for improvement. It works best to focus your improvement efforts on a small number of the most important ones first. That’s where the Sales Performance Scorecard depicted above comes in. It helps prioritizing initiatives based on two axis:
- Current performance – how competent or capable is the sales team at this?
- Strategic impact – how important is this driver for our organization’s ability to succeed?
We use interviews, questionnaires and workshop discussions to collaboratively assess current practices within the context of best practices.
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Check your Assumptions
Do you believe these Sales Myths?
Myth #1: “Selling is selling – a good salesperson can sell anything”
Myth #2: “To get more orders, make more calls”
Myth #3: “Always call high”
Myth #4: “Open questions are more powerful than closed questions”
Myth #5: “Close early and close often”
Myth #6: “You never get a second chance to make a first impression”
Myth #7: “Salespeople are born, not made”
Myth #8: “Welcome objections – they’re a sure sign of buyer interest”
Myth #9: “Never attack the competition”
Myth #10: “Give the most attention to your biggest accounts”
Read the Sales Mythbusters’ Story
Sales Activator Game
Combine learning and best practice sharing with fun
Our Sales Activator coaching and development toolkit makes learning interactive and FUN! With 70 hours of bite-size coaching all very cleverly designed into a board game. This game is designed and proven to specifically build sales knowledge and skills to ultimately increase revenue.
Sales Activator Tookit Contents
- 2 Board games: Consultative Selling + Sales process & activities
- 126 Play Cards
- Sales Knowledge Questions
- Difficult Sales Situations
- Sales Opportunities
- 62 Sales Coaching Cards – ideal for teach back exercises!
- 35 Sales Competencies
%
Productivity impact after training
%
Productivity impact of training & coaching (x4!)
%
of Sales Reps quit after 1 rejection
attempts needed to contact an executive
Leaders are readers
Blogs
How can Sales Teams adapt to a Digital World?
The “digital, third industrial revolution” is replacing branch locations, field sales jobs and sales tasks. But salespeople are still needed with complex solution sales like cloud computing. Digital creates both new challenges and opportunities for all sales...
Sales Infographics
