Sales Fraternity Blog

Showing Tag: "sales staff" (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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Dealing with Difficult Customers

Posted by Ross Devine on Monday, September 12, 2016, In : Sales Hints & Tips 

“Your most unhappy customers are your greatest source of learning.” – Bill Gates

 

Every Salesperson is required to deal with unhappy customers and problem resolution, which may lead to the Salesperson becoming demotivated and the potential loss of a customer. Psychologist Sherrie Campbell argues that “sticking it out requires a strategy for dealing with difficult people, self-restraint and an ability to keep power in the relationship.” Customer Service requires techniques and s...


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How to Be a Go-Getter

Posted by Ross Devine on Monday, September 12, 2016, In : Sales Hints & Tips 

“Intelligence without ambition is a bird without wings” Salvador Dalí

 

The Cambridge Dictionary defines a Go-Getter as “someone who is very energetic, determined to be successful, and able to deal with new or difficult situations easily.” Becoming a Go-Getter involves three simple steps: the first is setting a goal, the second involves taking the steps that will guide you to achieving your goal, and the third involves reaching the goal. All the characteristics of a Go-Getter...


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Telemarketing Tips

Posted by Ross Devine on Wednesday, July 20, 2016, In : Sales Hints & Tips 

Telemarketing requires you to market your company’s products or services by means of phone calls to potential customers. The ‘Business by Telephone’ process involves PLANNING AHEAD, a POSITIVE ATTITUDE, PRACTICE, and finally making the CALL.

 1.      PLAN AHEAD

·         It is important to prepare a SCRIPT before jumping into the cold-calling process. This will ensure that you are providing the customer with well thought out and out-of-the-box information. Kathy Sisk – who is a con...


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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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How to Stay Motivated in Sales

Posted by Ross Devine on Friday, May 9, 2014, In : Sales Hints & Tips 

Sales people are generally known to be perky, full of enthusiasm, have a gift of gab and the privilege of earning commission after commission. Although these are all part and partial to the job, there are also challenges faced by those who are in the sales industry. Here, we will try to enumerate what these challenges are. We will also be dishing out tips on how you can stay motivated in sales if you are going through any type of difficulty in the job.

The Challenges Faced by Sales People  ...
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The 'Sales' Champ

Posted by Ross Devine on Monday, November 25, 2013, In : Sales Hints & Tips 

In Software Advice’s recent article, Psychological Profiles of the Dream Team: The Champ (and the Chip), they describe the character profile of the ideal, high-performing salesperson. 

Champs are most successful in sales, management, C-suite executive and political roles. Champs are optimistic and charismatic. They love conversing and engaging with people, and are naturally skilled at reading them. Champs believe in themselves and the team they are on.

More mature Champs can overcome so...


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How to become a 'Rainmaker'

Posted by Ross Devine on Tuesday, September 10, 2013, In : Sales Hints & Tips 

The first time that you join an organization, your goal should not simply be to show up for work and receive one pay check after another. You joined the company in the first place to be part of its growth, and allow the organization to be the start of your professional career. At some point, you’d want to take on new tasks and play a bigger role in the business. One such role that you may want to take on is becoming a rainmaker. Read on to find out what it is, which tasks are involved whe...


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Employer Induction of New Sales Staff

Posted by Ross Devine on Friday, July 5, 2013, In : Sales Recruitment Advice 

You just got hired as part of a company’s sales staff. It’s your first day and one harassed-looking employee got assigned to give you the orientation. It turned out that there’s no computer, no phone and not much of anything on the ‘desk’ that is supposed to be the new hire’s office. 

This is one possible scenario that you need to prepare for as a new hire. Although there are some companies which conduct thorough orientation sessions for new hires, most of them are ill-prepared...


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Common Attributes of the Most Successful Sales Leaders in the World

Posted by Ross Devine on Monday, April 29, 2013, In : Sales Hints & Tips 
Common Attributes of the Most Successful Sales Leaders in the World

One of the trickiest job positions in the world is being a sales leader. Once you’ve managed to climb up the corporate ladder and grown professionally from being a sales agent to a sales manager or sales team leader, you need to stay on top of your game. How can you do just that? How can you motivate an entire team to boost their own sales and have it reflect perfectly on you as a team leader? In order to achieve this, you ...

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Cold Calling Made Easy!

Posted by Ross Devine on Monday, April 22, 2013, In : Sales Hints & Tips 

In a world of Twitter, Facebook, Amazon, Google and other popular websites, does a traditional sales method like cold calling still have its place in the business industry? Definitely. Despite the complaints of customers receiving telemarketing calls which most think are annoying and a big waste of time, it still is an effective way to close a sale from a marketer’s point of view. No matter what type of product or service it is that you are offering to your customers, cold calling or tele...


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Dress Code and the Interview Process?

Posted by Ross Devine on Sunday, April 21, 2013, In : Interview Hints & Tips 

Are you a job seeker who is fresh out of college? Or maybe you have reached that point in your career when you are in dire need of a new working environment? You could also be in between jobs and looking for a better career opportunity. No matter which of these categories you fall under, the one thing that you should ace is that job interview.

When you’re applying for any type of job position, you are usually in competition with several other applicants. If all the candidates’ resumes...


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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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Focus on servicing your clients!!

Posted by Ross Devine on Monday, January 16, 2012, In : Sales Hints & Tips 

It’s amazing how most sales leaders are always talking about prospecting and finding new business potential. When in reality 90% of companies are not talking too or exploiting their existing client relationships. Just like you, the client, has very little wish to start all over in a new relationship. Do what you do better and keep on listening to your clients needs. If you want to turn the tide start focusing on service…Have a great 2012 and keep on closing!



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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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Gotta love being in Sales..

Posted by Ross Devine on Saturday, March 19, 2011, In : Inspirational Quotes 

Not everyone can sell, but everyone likes to buy! You got odds on your side..


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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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No more Cold Calls!

Posted by Ross Devine on Sunday, December 12, 2010, In : Sales Hints & Tips 
How many times have you heard.."you must prospect more, you need to make more cold calls". How antiquated, the word "cold" says it all. Rather spend time segmenting and researching your market to identify real needs of the prospects, so that by the time you make contact, you are making a "hot" call.

Good luck in the prospecting...


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Job Interviews

Posted by Ross Devine on Sunday, December 12, 2010, In : Interview Hints & Tips 
Just like you can talk yourself out of a sale, so too can you talk yourself out of your next future job. In an interview scenario don't be tempted to reveal too much about your personal/social life, misgivings etc..In general try not to bore your interviewer to exasperation. Keep to the agenda and answ...er all questions honestly and concisely. Good luck with the interview.


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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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Dressing for Interview Success

Posted by Ross Devine on Friday, December 3, 2010, In : Interview Hints & Tips 

For those of you who need a quick review of the basics, follow these guidelines for successful interview dress:

Men and Women

  • Conservative two-piece business suit (solid dark black, blue or grey is best)

  • Conservative long-sleeved shirt/blouse (white is best, pastel is next best)

  • Clean, polished conservative shoes

  • Well-groomed hairstyle

  • Clean, trimmed fingernails

  • Minimal cologne or perfume

  • Empty pockets no bulges or tinkling coins

  • No gum, candy, or cigarettes

  • ...


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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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Sales are down!

Posted by Ross Devine on Monday, November 29, 2010, In : Sales Recruitment Advice 
If sales are down one should consider the products and services that you sell and the pricing model. If you have faith in your offering, then take a good hard look at your sales team and at yourself. The 80/20 principle applies not only in business but also with regards to most companies sales performers. 20% of your sales staff most likely brings in 80% of the revenue.

Make sure the next sales person you hire is an asset rather than a liability.


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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.