Good Sales Culture Does Not Happen By Accident
Optimise Sales
by Jo Andrews
3y ago
The post Good Sales Culture Does Not Happen By Accident appeared first on Optimise ..read more
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THE CHANGING FACE OF CHANGE
Optimise Sales
by Jo Andrews
3y ago
Most change initiatives fail because quite simply people fail to change, someone somewhere has to change their behaviour The simple, often overlooked fact is that people don’t like change. Behavioural change is not automatic and it’s not easy. But without behavioural change, the organisation doesn’t change, and therefore, the measures that matter do not improve, leaving the organisation with yet another missed opportunity. The subject being sales does not prevent you from needing to apply the right rigour and process around successful change Change management is an industry in itself! After ..read more
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WHY YOU SHOULD COLLABORATE WITHOUT OVER-COLLABORATING
Optimise Sales
by Jo Andrews
3y ago
“Is your organisation S1?” Situational leadership is a commonly understood management approach and refers to the point that no single leadership style is king, rather that the type of leadership depends on the task and situation at hand. The theory is that the management style that reaps the best rewards and is most effective, is that that is adaptable to the situation. You should consider your organisation as a whole, the output and the influence it exerts and therefore the ‘management style’ it projects. These leadership styles are often matched with a set of 4 ‘maturity levels’ (maturi ..read more
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WHY CENTRALISE YOUR SALES TARGETING
Optimise Sales
by Jo Andrews
3y ago
Whilst it may seem logical to have a regional/market approach to target setting in order to take account of local nuance, there is greater value in rolling the local knowledge into the overall methodology to ensure fairness. Just because the targeting methodology is centralised this does not mean that everyone has to have the same target – only that there is the same approach to the target setting. To enable a principle-based approach to target setting it is optimal to centralise the methodology and sales operations. CENTRALISING SALES OPERATIONS All messaging can be from top-down to show ..read more
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WHEN EXPECTATIONS ARE NOT BEING SET
Optimise Sales
by Jo Andrews
3y ago
The language around sales performance is usually about whether the numbers are achieved or not, in a very binary way. To some degree this simplicity is required since the whole objective is to bring in revenue however if you only ever talk about whether one number is hit or it isn’t, then realistic and appropriate performance management cannot happen If you do not lay out explicitly what is expected of a sales person, how do you then expect them to be working towards those expectations Often sales leaders think that the only expectation that needs to be set is the ultimate target, but this is ..read more
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IT’S THAT TIME OF YEAR
Optimise Sales
by Jo Andrews
3y ago
With most financial years re-setting on 1 January it is essential that you think about sales target setting prior to the end of this year. For anyone that has not planned out the targets as yet, there is still a window to apply a principle-based approach so that you can kick off the new year with everyone knowing what they are aiming for. The key is that there is a sensible starting point and some form of validation process. If you start with a Top-down exercise (ie the long range plan of the business) then once you have divided that appropriately you need to validate with a bottom-up exercis ..read more
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SHORT SURVEY RESULTS
Optimise Sales
by Jo Andrews
3y ago
What would help sales leaders most in terms of Sales Optimisation Thank you to all that participated in the recent short survey, the results are in. The survey asked which area of sales optimisation provides both the biggest challenge and which support would have the most impact for sales leaders. The Survey questions SurveySales Optimisation is a complex subject The Optimise view on how all the elements of the sales infrastructure fit together can be seen The post SHORT SURVEY RESULTS appeared first on Optimise ..read more
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REMOTE CONTROL
Optimise Sales
by Jo Andrews
3y ago
Managing a team remotely is not a new concept but given the way this year has evolved we have to give it a little more attention than before. There are two types of remote sales management to consider, although how you handle them is broadly the same – Regional/Global sales management (where a manager/leader is based in another jurisdiction) and the entire team works remotely (manager/leader and all sales heads work remotely and/or from home). Some considerations … A very considered communication plan The tricky thing about working on your own is that you can easily feel isolated.  A ..read more
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IS THERE VALUE IN YOUR VALUE PROPOSITION?
Optimise Sales
by Jo Andrews
3y ago
If you ask 50 people in the same company what they view as the value proposition – they will give you 50 different answers … or worse, no answer at all This is because companies are generally not very good at articulating what their value proposition is – and ensuring that common language is used to describe it Even if the value proposition is understood at a senior level, it is important to ensure that this understanding is disseminated across the organisation and that everyone looks to it when they describe what the company is/does. All client facing individuals should understand and be abl ..read more
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THE CHANGING FACE OF CHANGE
Optimise Sales
by Jo Andrews
3y ago
Most change initiatives fail because quite simply people fail to change, someone somewhere has to change their behaviour The simple, often overlooked fact is that people don’t like change. Behavioural change is not automatic and it’s not easy. But without behavioural change, the organisation doesn’t change, and therefore, the measures that matter do not improve, leaving the organisation with yet another missed opportunity. The subject being sales does not prevent you from needing to apply the right rigour and process around successful change Change management is an industry in itself ..read more
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