How exactly is this achieved. Conversation with Sales Manager A “My sales person working reomotely will not sell our consumable range – they just focus on our high end engineering solutions. – I want you to train them” “Why do you think they are not selling the consumable range?” I asked “I don’t know, I have instructed him to do so.” “Is he achieving his sales revenue targets?” I asked “Yes” he replied “So what is the problem – as far as the sales person is concerned he is doing his job for the company. Were the targets specified to include the behaviour you were seeking?” I asked “No. I have ..read more

What is your leadership language like? Do your people really understand you? Understand where you want to go and how you will get there with their help? Do you really have alignment to your goals/ambitions? How would you know? Recently I have been assisting a client with their growth ambitions. We teased out what these were in a strategy session with the leadership team. We articulated the gaps to achieve the said ambitions of the owner. Now how are we going to work on the gaps. 3 projects were identified. One of those being a growth culture. Starts with alignment. We have been working on 3 gu ..read more

So many people dont understand the power of marginal gains within the sales process. By making small changes in one aspect of the sales process can have a huge impact on the revenue and profit. Here is a video explaining it.? Check this video out. Want to know how to get your sales team onboard and realise this - ask us. Do you want to receive more quick tips from us? Subscribe to SG Partners LinkedIn Newsletter Sign up with your email address to receive an invite to receive our LinkedIn Newsletter First Name Last Name Email Address Sign Up Learn about our Privacy Policy here. Thank you ..read more

Click on this Video to hear more about the different types of sales managers It's always risky to oversimplify something as complex as sales management. On the other hand, it can be a great way to cut through and achieve meaningful self-awareness. The least effective managers are your “Administrative sales manager” They prefer to manage from behind the desk They believe their role is to protect their sales people. Be the middle person between the sales people and their organisation. They want to take all the “noise” from the organisation away from their sales people to “allow them to concentr ..read more

This is a great speech with some great perspectives. Approximately 4.4 minutes long What makes you uniquely beautiful - seeing others for who they really are. Who are we going to be? Check this video out. Do you want to receive more quick tips from us? Subscribe to SG Partners Newsletter Sign up with your email address to receive news and updates. First Name Last Name Email Address Sign Up Learn about our Privacy Policy here. Thank you ..read more

When ever you start discussing chnage people can get quite stressed. “what will I have to do, what’s wrong with the current system or process?”. What will it mean for me? As leaders we need to consider these feelings and more that occur in people when it comes to discussing change. Ask a question to those you need to change = “what if you could make a series of small teaks within the current framework of what we do that would compound to quite a resultant shift. Check this video out. Do you want to receive more quick tips from us? Subscribe to SG Partners Newsletter Sign up with your email add ..read more

It's always risky to oversimplify something as complex as sales management. On the other hand, it can be a great way to cut through and achieve meaningful self-awareness. The least effective managers are your “Administrative sales manager” They prefer to manage from behind the desk They believe their role is to protect their sales people. Be the middle person between the sales people and their organisation. They want to take all the “noise” from the organisation away from their sales people to “allow them to concentrate on selling. They become bogged down in reports, paperwork and other admini ..read more

I have been recruiting for clients sales team members for 13 years or more and there is the one constant I see and hear from great candidates. As an employer you have a belief why your employees leave. The belief comes from your model of the world. These filters create biases, unconscious ones. These biases can get in the way of really seeing and hearing why your people leave. You may ask them the simple question “so why are you leaving?” and you will receive the answer they believe you may want to hear which will also provide them a more positive exit. Remember the saying “ don‘t burn your br ..read more

The most effective way of creating change within the sales team is for sales leaders to coach. And yet during the time of “Covid” we hear many excuses. As a sales leader in pre covid days you were hopefully conducting “ride alongs” where you would visit prospects and clients with your sales people, listen to their interaction and then provide coaching once back in the car. Then can COVID and we had to change. In a way moving towards more phone and virtual based engagements have made it even easier to conduct client/prospect engagement where you can be involved. You would think so, and yet sa ..read more

We discuss a lot about engagement and most people focus on the face to face and voice engagement, so what about the written word, what about emails which have become so pervasive in how we communicate with our customers and prospects. We know from our study of human beings that completing task provides a dopamine hit, a feel good chemical release. So when we send an email we feel good that we have accomplish something. The challenge is we are thinking about ourselves at that moment in time. Once the email is received it is now how the recipient reads and what they read into the email. Just ima ..read more