How does your Sales HUM sound?
Ok, your Sales HUM is more a state of mind than a noise, but in our experience it can separate high performers from the rest of the field.
On Friday night we had the honour and pleasure of being hosted by Air Vice-Marshal Ross Paterson, Air Officer Scotland, at 603 Royal Auxiliary Air Force Squadron Headquarters in Edinburgh, then at the Royal Edinburgh Military Tattoo, and again afterwards at 603 Squadron. I was invited in my capacity of Non-Executive Director of Heroes Drinks Company and I was accompanied by my partner Susan Mallinder.
What is it about making calls that salespeople hate? The dictionary definition of reluctance is:
‘Unwillingness or disinclination to do something’
Given that making calls is a large part of the salespersons’ job, does it mean that most salespeople are unwilling to do their job?
We think not, although we also believe that most salespeople will face call reluctance at one time or another. (more…)
Right, follow up. This is a sales tip about something that we as salespeople fail to do more often than not. Statistics tell us that 80% of sales are made between 5 and 12 contacts, yet only 10% of salespeople follow up after more than 3 contacts. So if it’s that obvious, why don’t we follow up? (more…)
We’re currently looking to get our kitchen renovated at home and we’ve been doing the usual thing of calling into showrooms and having tradespeople around to give us quotes etc. In one particular showroom the sales assistant showed us all of their products, the styles, colours and explained all the features without asking us a single question! No focus on the customer at all!
Many Sales Managers look for a magic process or formula with which to manage their sales teams. Perhaps a way in which they can manage their salespeople based purely on how their people have performed against their targets, or how they can manage them without leaving their office, so they can get on with their own ‘day job’. So, what’s the role of the sales manager? (more…)