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“All the money you're ever going to have is currently in the hands of someone else”--Larry Winget
"If you don't know where you're going, any bus will get you there"As the favoured quote above suggests, in the absence of a well thought-through sales strategy designed to plan sales growth, a business lacks direction, realistic objectives and, therefore, any real chance of being able to improve sales performance – not without regular large doses of ‘luck’. Click here for more |
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A pound coin for each approach that you get from a ‘sales training consultancy’ would probably add more to your bottom line than the effect of the sales training itself!Controversial? Good – this is something salespunch believes in passionately. Well-constructed B2B sales training modules, delivered by competent training consultants can develop tremendous enthusiasm, but all too often the training binder 'gathers dust' after the programme, very little is really implemented and the end product is poor ROI. The reality is that most programmes demonstrate 'how it should be done' and the better ones allow scope for role-play so that delegates' ‘light bulbs’ are well and truly turned on. At the most, this develops enough competence and confidence to 'give it a go' in the real world. Some people do, most don't, even the ones who do, are inclined to try it once, not like it very much and then not feel inclined to try again. Click here for more |
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So, you think the answer to your sales problems is a CRM system do you? Popular propaganda from many under-performing sales people is that their lack of sales success can be traced back directly to the absence of an effective customer relationship management system. Somehow, the illusion that a piece of software will help to convert more business and develop customer relationships has been perpetuated to such an extent that we’ve seen sales operations cease vital parts of the sales process whilst they wait for that ‘holy grail’ – the software that will do their jobs for them. The irony is, of course, that if this were true, we could fire our entire sales force and just input lots of good data and quote some competitive prices when the phone rings – which it will of course - because your CRM system somehow makes it so..... Click here for more |
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