Sales Fraternity Blog

Showing category "Sales Training Advice" (Show all posts)

Conflict Management & Resolution

Posted by Ross Devine on Monday, September 12, 2016, In : Sales Training Advice 

Study.com defines Conflict Management as “the practice of being able to identify and handle conflicts sensibly, fairly, and efficiently.Conflict in the workplace is inevitable and should be resolved as soon as possible. There

 

1.      Identify Sources of Conflict: The HR Council argues that it is important to understand the various sources of conflict, in order for an organisation to equip itself with the relevant tools needed to address the conflict. The types of conflict in the w...


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Positive Customer Experience

Posted by Ross Devine on Tuesday, July 12, 2016, In : Sales Training Advice 

Customer Service poses a challenge to every organisation, and requires continuous focus, adaptation and a simple systematic approach. Flavio Martins, the VP of Operations and Customer Service at DigiCert Inc, states that customer experience involves every process including before, during, and after the Sale. He notes further that majority of customers who leave a company, do so because they feel undervalued. Organisations need to therefore adopt a Customer Service Strategy that guarantees tha...


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Recognise your faults and change!!

Posted by Ross Devine on Tuesday, May 22, 2012, In : Sales Training Advice 
Mentoring and achieving sales results with your team, requires more than just a regular verbal scolding. Recognise the weaknesses in your sales team members...then work with them to rectify their faults. A top sales performer in todays world, can't afford to have any flaws. Keep on selling!


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A view on Sales Behaviour

Posted by Ross Devine on Monday, May 30, 2011, In : Sales Training Advice 


The nay sayer’s claim that advances in technology will displace the

need for field operating salespeople. Nothing however, could be

further from the truth! What has happened is that increased

business complexity, the high risk of inappropriate decision-making

and diminished differentiation between products and services has

increased the importance of sales executives, not as purveyors of

product information, but as effective, professional solutions

providers...


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Motivation and Attitude

Posted by Ross Devine on Saturday, March 19, 2011, In : Sales Training Advice 
Most sales people have experienced a downturn, so you're not alone. Motivation is the key to getting through the valley and back ontop of the mountain. Are you finding that you're potential deals are stagnating, your pipeline has turned as dry as a desert, your clients seem to be avoiding your phone calls and... oh yes!The boss is all over you. It's now the time to work on that fading confidence. When your job, and even your self-worth are in question - motivation, guts and focus can pull you...
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Activity does not = Results

Posted by Ross Devine on Saturday, March 19, 2011, In : Sales Training Advice 
 
Sales Leaders - Dont be fooled - Focus on results not activity.

Often I have found (and I work on it myself) that we look at how many hours people work or how diligent they appear to be as a sign of their "laziness factor." I mean, if people are busy that’s good, right?...No you quite possibly are Wrong! The better measure in Sales is ...results, not time spent. Perhaps one of the reasons we don’t use that measure for others is that we don’t want to hold ourselves to it.

Stop micro ma...

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Time to get off your Soap Box!

Posted by Ross Devine on Monday, December 6, 2010, In : Sales Training Advice 
So often Sales Leaders forget what it was like to be on the 'battle' ground. More sales are lost through mismanagement than through lack of product or skills training. Lead by example; make a few cold calls your self, handle a few client complaints, motivate your staff, listen to their needs, be bold in the eyes of your staff and every now and then take a risk based on their advice and embrace the change. Tell your staff when they have done well, delegate responsibility and empower them to su...
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So what is my reward?

Posted by Ross Devine on Wednesday, December 1, 2010, In : Sales Training Advice 
To often 'Owners' and 'Sales Managers' spend to much time with their 'Sales Team' on reports, admin, forecasting and oh yes, more admin...Spend more time on the remuneration, incentives and benefit structures to drive your 'Sales Staff' to new heights and don't change the goal posts when they succeed!


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About Me


Ross Devine A sales leader who for over two decades mentored to sales and marketing leaders in growing their market share. A B2B/B2C sales trainer and specialist in the DM/MLM arena. A sales recruitment advisor, to top blue chip corporates.