Blogs Leadership Development Sales Development Sales Leadership

What can online 360 feedback do for my sales team?

As a leader of a sales team you want to maximise the performance of your team to deliver your sales target. In a world where salespeople may only spend one-third of their time on selling, it’s no wonder that nearly 60% expect to fall short of their quotas*. So, what can you do to help your salespeople to identify what they need to do differently?

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4 ways to use 360 feedback to improve your Sales team performance

A well run 360 feedback survey can produce many benefits for both companies and more importantly, individuals. Not only does a robust 360 feedback process identify an individual’s strengths and weaknesses, but it also helps to develop their self-awareness.

But what about from a sales lens? How can the use of 360 feedback truly help improve the performance of your sales team?

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Brexit. The Ultimate Strategic Sale (Part 3).

Research shows that the ability to accurately diagnose what the other party is ‘thinking’ in a negotiation can lead to better outcomes for both sides. Having done so, the successful salesperson adapts their own behaviour to suit the environment that they find themselves in. In a complex sale there are likely to be more people involved on both sides of the negotiation each with unique needs and drivers.

Blogs Executive Assessment Leadership Development

Brexit. The Ultimate Strategic Sell. (Part 2)

Research shows that a salesperson must be  ‘market-sensing’ in order to identify key opportunities and threats and to use that knowledge to position themselves as a ‘trusted advisor’ by helping the other party to see situations from different perspectives. By preempting objections they are able to develop advocates on the client side who will help them to take control of the negotiation and enable them to establish clear next steps in order to create momentum.

Blogs Executive Assessment Leadership Development

Brexit. The Ultimate Strategic Sell (Part 1).

There is no doubt that Theresa May has a very difficult job on her hands when the country appears so divided. A lot has been written about her leadership style and whether she is sufficiently flexible to broker a deal that is acceptable to all sides.  But what if the issue is not her ability to lead but is more to do with her ability to sell? In fact, the whole Brexit process certainly fits our definition of a ‘strategic’ sale i.e. it is a complex negotiation that takes place over an extended timeframe and involves multiple stakeholders.

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Why does sales training fail?

In short it is about motivation, not ability. I’m going to make this really personal. My first ‘real’ job was a sales role. I was attracted to a career in sales at the time because my house mate who had graduated a year before me had embarked upon his own sales career and was enjoying all the trappings of success; a flash company car, full Sky Sports package and no concerns when it came to paying for our regular Sunday evening Domino’s pizza.

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Do your technical experts have the Acuity to be successful in strategic sales?

Jo is a technically brilliant accountant who has worked hard to climb her way up to the upper echelons within a large management consultancy firm. Along with her strong technical skills, Jo has always been great with clients, providing an efficient, flexible and supportive service, building relationships based on trust, and providing insight and advice that really adds value.  Jo has just been promoted to Partner and she is delighted – with one exception: It’s the first time that Jo has been given a sales target to meet. Jo does not see herself as a salesperson. She knows she is great at what she does, but now she is also expected to bring in significant amounts of business and will be judged accordingly.

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