How to Effectively Manage a Territory with 150+ B2B Customers & Prospects

Posted by Tony Hall on 14 May 2019
How to Effectively Manage a Territory with 150+ B2B Customers & Prospects
  Over the years we have worked with many sales people who have 100 to 150+ customers in their territory. Some of these sales people are a little overwhelmed with how busy they are managing this volume of customers, whilst others seem to manage them with relative ease and achieve cons...
Posted in: High Performance Sales Sales Behaviors Cadence   0 Comments

Forecasting in an Opportunities Based Business

Posted by Paul Davenport on 7 May 2019
Forecasting in an Opportunities Based Business
As a business owner or manager, have you ever had issues with sales people forecasting revenues? Sales people often either forecast revenues way too early or the opportunities fail to actually close. We find that many organisations often have either no consistent method of forecasting ...
Posted in: CRM Sales Behaviors   0 Comments

Gain more insight with each client interaction

Posted by Tony Hall on 30 April 2019
Gain more insight with each client interaction
When we compare the level of client insight between high performing and mid-level B2B sales people, it is extraordinary how big the gap is. So, we set about trying to understand how the high performers can gain so much more insight with the same number of client interactions. What we found...
Posted in: High Performance Sales Sales Behaviors Mindset   0 Comments

Sales Managers Supporting a More Effective Cadence

Posted by Paul Davenport on 24 April 2019
Sales Managers Supporting a More Effective Cadence
The role of sales manager is a complex one on one hand you are expected to Lead from the front and on other, coach and support team members who are often facing customer objections and rejections. The temptation to step in and 'do the job' for their team members is a constant for s...
Posted in: Sales Behaviors Cadence Sales Leadership   0 Comments

Is your CRM Opportunity Sales Process Driving the Right Behaviors?

Posted by Tony Hall on 18 April 2019
Is your CRM Opportunity Sales Process Driving the Right Behaviors?
When setting up your sales process in CRM, there are several key issues that should be addressed to ensure the process drives the right sales behaviors. We have seen many examples where an unintended consequence was the sales team operating in a very transactional manner, rather than a planned...
Posted in: CRM Sales Behaviors Sales Framework   0 Comments

Effective Sales Managers - Part 3

Posted by Paul Davenport on 9 April 2019
Effective Sales Managers - Part 3
In my past two blogs we explored the importance of creating the right environment for sales teams to thrive (leading behaviors) and then some ideas of how to coach each individual in the team to enable them to maximize their own potential. The final key area of the sales management role is...
Posted in: Sales Behaviors Sales Leadership   0 Comments

B2B customers should demand their suppliers articulate the value they can deliver

Posted by Tony Hall on 27 March 2019
B2B customers should demand their suppliers articulate the value they can deliver
The B2B sales environment is a dynamic market place with intense competition and high levels of disruption. But over the years the one thing that remains the highest priority is the value suppliers deliver to their clients. Working with hundreds of B2B sales teams over the last 20 years on...
Posted in: High Performance Sales Sales Behaviors   0 Comments

Effective Sales Managers - Part 2

Posted by Paul Davenport on 19 March 2019
Effective Sales Managers - Part 2
In our last blog regarding effective sales managers we identified the need for businesses to support their middle management in particular sales managers. To this end it is widely acknowledged that many sales managers should be enhancing the sales behavioral competencies of their team thro...
Posted in: High Performance Sales Sales Behaviors Sales Leadership   0 Comments

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 many sales people believe they have great insight about their customers. The big issue is; what is the criteria for "great"? After we help a team to identify what insights they actually r...
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 working with many businesses for over 20 years, we have found a common thread of a lack of preparation, training and support for those Sales Managers. At its essence, the key issue is that most pe...
Posted in: High Performance Sales Sales Behaviors Sales Leadership   0 Comments

Recent Blog

Are you using Salesforce as an Effective Coaching Tool?

Posted by Tony Hall on 6 August 2019
Are you using Salesforce as an Effective Coaching Tool?
The companies we have observed that are achieving great results from Salesforce CRM have quali...
Posted in: High Performance Sales Sales Relevance Sales Growth Sales Leadership   0 Comments

Key Accounts - Improve your Share of Wallet

Posted by Paul Davenport on 30 July 2019
Key Accounts - Improve your Share of Wallet
We often see Account Managers being content with the relationship with their major accounts, h...
Posted in: High Performance Sales Sales Behaviors Sales Relevance Sales Growth   0 Comments

Setup Your Way of Working to Improve Salesforce CRM Performance

Posted by Tony Hall on 23 July 2019
Setup Your Way of Working to Improve Salesforce CRM Performance
What did you do to update your way of working when you implemented Salesforce CRM? We have...
Posted in: CRM Sales Behaviors Sales Relevance Sales Growth Sales Leadership   0 Comments
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