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Maximising sales team performance

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By Its ALL about Sales, Jan 28 2020 03:00AM

One of the more famous quotes we hear in business and sales is accredited to George S Patton…

”A good plan violently executed now is better than a perfect plan executed next week.”

Back in the 18th Century Voltaire wrote “Don’t let the perfect be the enemy of the good” basically the same sentiment but wouldn’t carry the same clout in the field of war.

Salespeople… (especially when you are starting in a new position) you will almost certainly shadow a colleague for a while (sadly this may well be the only sales training you are given) so, when you do, don’t just listen to what they are saying to their prospects/clients and copy it, work out how to make it better, much better!

By Its ALL about Sales, Jan 23 2020 12:00PM

As a committed lifelong student of sales I see an awful lot of posts/tips etc that point out the importance of working with a prospect to uncover their needs rather than their wants.

A salesperson's role, put very simply, is to either generate interest , or to take a prospect who may have have expressed an interest, and move them into and through the stage of wanting what we are offering, and wanting it from us.

I am a big believer in working with a prospect in a consultative type sale where appropriate, challenging their thinking (again where appropriate) but it maybe worth pointing out that, regardless of the reasoning behind it WANT will often out-trump NEED and challenging a prospect when it’s not appropriate can easily cost you a sale.

They may not NEED a Rolex but if they have set their heart on one it may be difficult to change their minds (they are probobly sick to death of hearing "you don't really need that") so as long as you have done your job properly, and not just taken an order, then sell them the flippin' Rolex!

By Its ALL about Sales, Jan 15 2020 12:03PM

"Everyone is a salesperson"

I hear this said at so many companies it's untrue. While I can understand the sentiment it's a very dangerous strategy to follow. Ambassador possibly, Representative maybe but salesperson NO!

Sales is a highly skilled, specialist discipline and becoming more and more so as we move forward. Despite this I am often amazed how few officially designated salespeople understand "how" to sell, and why they do the things they do.

To then encourage staff members that do not work in sales, have never had any sales training, do not understand how any sales process works, let alone one that is tailored to suit their business, and is very unlikely to understand what part they should play in that process is actually unfair on them.

If, however "everyone is a salesperson" is a mindset that you wish to instill in your business then give people the tools to work with.

A tailored "Sales for support staff" or "Sales for your Non-Sales people" course will help avoid both missed and lost opportunities, and you never know might help identify that sales superstar you have hidden in the admin department.

By Its ALL about Sales, Dec 17 2019 12:00PM

It seems to be becoming a more common issue, one that we are getting more and more calls about.

Salespeople are great at managing their existing accounts. They are terrific at converting incoming leads but they are not going after new business so when these dry up they are left with nothing in the pipeline.

Often there is an attempt to shift the focus onto the marketing "team" asking for more leads, increased footfall, better "special offers" ...

All of a sudden (?) there is a need to talk with new people, build new relationships. This is when we usually hear the cries of "the data is rubbish", "no-one wants to talk to us".

Often the great existing clients have been clients for years and we are maxing out what we can do with them, so where is the future growth coming from?

Building a robust pipeline is the lifeblood of most sales operations. OK the way we develop this pipeline is changing significantly, but the need to do so isn't.

Sales IS evolving, there is no doubt, but the core principles haven't changed (much).

"Sales 2.0" isn't the paradigm shift that its cracked up to be (yet), more a development of the way we get people into the funnel and the tools we use. but it's a great excuse for avoiding the bits of "Sales 1.0" we don't like very much.

By Its ALL about Sales, Mar 9 2017 11:56AM

Martin McTague, FSB National Policy Director, says "Small businesses that export are more likely to survive, grow and innovate."

A new report shows that the percentage of smaller businesses that export remains static at 21%. However one of the key findings of this report is that the number of small businesses currently exporting is matched by those that would consider exporting (21%).

So if you ask yourself "am I too small to export?"

Well until you try, you may never know the opportunities you are missing!

With some simple research, based on our simple but proven process, you will be able to assess your potential market.

You will be able to choose where, and how, to position and price your product, or service, effectively.

We can help you identify the right way to reach your potential customers and suggest cost effective ways to present and promote your business and fill your sales funnel with qualified prospects.

So why delay.....Exporting, take a fresh look. ( a look that concentrates on making it happen not at filling in paperwork correctly)

Can you spare one day to gain insight to this opportunity....Can you afford not to?

For more details, dates, availability etc click here

David Todman MA

Capture 50

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