Managing your Sales Pipeline - Shifting the focus from Activity to Value

Posted by Ingrid Maynard on 12 June 2018
Managing your Sales Pipeline - Shifting the focus from Activity to Value
CRM's are often a reflection of the way we recognise sales performance - activity.  So, most CRM's are stage based on the assumption that opportunities are linear and that each stage measures progression towards a sale. What sales managers find though is that even when opportu...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 6: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 5 June 2018
Part 6: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Improving CRM adoption

Posted by Paul Davenport on 29 May 2018
Improving CRM adoption
A Customer Relationship Management (CRM) is often implemented to improve productivity, boost sales, streamline operations and save money. Research, however, shows that over 40% of the CRM projects fail and only 30% - 40% of CRM projects demonstrate full end user adoption. The primary r...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 5: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 22 May 2018
Part 5: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

How to create a sales culture in a customer service team

Posted by Ingrid Maynard on 16 May 2018
How to create a sales culture in a customer service team
With so much changing in this environment, and with so many agent attrition, making this shift can seem a nigh impossible task.  The key is to begin a journey with your team. Here are 5 things a Contact Centre Manager can do to shift the culture: Change the context
Accept t...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 4: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 8 May 2018
Part 4: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Taking actions to improve behaviours

Posted by Paul Davenport on 2 May 2018
Taking actions to improve behaviours
It is well known that only a slight improvement in the behaviour of those dealing with customers can change the outcomes to a business, such as increasing revenues. To this end, a specific example of an improved behaviour may be - 'increasing Insight of the customer through seeking to ...
Posted in: High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 3: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 24 April 2018
Part 3: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Capturing the right insights in your CRM

Posted by Ingrid Maynard on 18 April 2018
Capturing the right insights in your CRM
The bane of any sales managers' life is getting their sales teams to update the CRM! The next challenge is capturing the right insights. Once salespeople see how this very action can help them, it has the highest probability of not only being done, but of being done well. Here ...
Posted in: CRM High Performance Sales Sales Behaviors Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

Part 2: The key behaviours that drive high-performance contact centre sales people

Posted by Tony Hall on 11 April 2018
Part 2: The key behaviours that drive high-performance contact centre sales people
Since May 2013, many high performance B2B contact centre sales people have completed a Diamond Assessment. These people support their external sales teams providing customer service and both inbound and outbound sales. We have established that there are 7 key behaviours that drive these hi...
Posted in: Call Centre High Performance Sales Sales Behaviors Initiatives Customer and Stakeholder Value Sales Growth Cadence Mindset Sales Leadership   0 Comments

Recent Blog

Asking better questions has a massive impact on sales performance

Posted by Tony Hall on 12 March 2019
Asking better questions has a massive impact on sales performance
Working with hundreds of B2B sales teams over the past twenty years, it is usual to see that m...
Posted in: Sales Behaviors   0 Comments

Effective Sales Managers

Posted by Paul Davenport on 5 March 2019
Effective Sales Managers
The role of the Sales Manager is integral to the success of most B2B businesses and yet after ...
Posted in: High Performance Sales Sales Behaviors Sales Leadership   0 Comments

The 7 secret habits of B2B sales high performers - Part 6

Posted by Tony Hall on 19 February 2019
The 7 secret habits of B2B sales high performers - Part 6
Over the many years we have worked with high performing sales people we have always been inter...
Posted in: High Performance Sales Sales Behaviors   0 Comments

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