Companies often tell their sales people to “make more calls” to lift their sales outputs. While there is some truth to this equation (more effort/input = more output), the problem is it is not an efficient way of doubling the numbers. I have never met a manager who has accurately predicted the sales results they …
Blended Learning Group’s approach to sales development is to provide sales people with the three defining characters that matter most in the current sales environment; ability to connect and quickly build rapport, provide insights and disrupt the clients current thinking whilst creating constructive tension, and assert and control the buying process to shorten the sales …
How effective are your sales capability development programs? Read More »
Increase Productivity Through Blended Learning Groups Interactive Seminars Infographic
[fusion_text] In our efforts to develop highly-skilled and successful sales professionals the discrepancy between what we believe we accomplished during training and the results reported by managers once the person is on the job, continues to be a challenge. What is learned and seemingly perfected during training is often not applied to challenging or difficult …
Looking down the barrel of a major sales transformation makes most sales leaders nervous about pulling the trigger, with good reason. The odds are stacked against you. When John Kotter published his bookLeading Change in 1996, he revealed research showing that only 30% of change initiatives within organisations succeeded. After the book’s release, numerous studies …
Why does Woods keep swinging? Why does Kobe keep jumping? Why does Federer keep hitting? They are all wealthier than a small country, yet they are fully engaged in the tough training and development regimes needed to be at the top of their game. So what motivates them? The thrill of winning and the recognition …
How Gamification and Simulations Can Drive Sales Force Engagement Read More »
Sales Performance Coaching is defined as the ongoing practice and process by which Sales Leaders empower and support the learning, growth and sales performance improvement of an individual sales person, by clearly defining their goals, mapping out a strategy for their accomplishment and then providing regular guidance, feedback, insight and direction to ensure successful execution. …
Clear and tangible goals allow your sales people to aim for excellence and measure their progress along the way. However that doesn’t mean that goals have to be just about hitting numbers. Managers often only consider assessing goals that directly relate to revenue, but what about the ones that benefit your revenue in the long …
What does it mean to have a high performing sales team? How do you mobilise your sales force, and ensure their collective behaviours are aligned to your vision of an exceptional sales culture? Transforming a marginally performing sales team into a well oiled sales machine doesn’t happen by luck. Yet many companies try to grow …
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