CRM success stands or falls on the attitude and commitment of the sales team – and too often complex systems, excessive numbers of fields and slow response times are enough to quickly disenfranchise sales people, leading to inaccurate and outdated information that is utterly useless. It doesn’t have to be that way. Here I will explain how to get the sales team engaged with CRM.
Posted on 5th August 2015 in Sales.
Recruiting and retaining talented sales staff, particularly in a telephone sales environment, continues to be a perennial challenge.
When you hear the word ‘selling’, does it make you cringe inside? Well let me tell you, you’re not alone! In fact, most of the people that we help wouldn’t consider themselves traditional salespeople. If anything, they shy away from it because of what it can represent to them and the world – insincere individuals trying to push a product or service on you that you don’t want.
Posted on 22nd July 2015 in Sales.
The latest Global Retail Ecommerce Index study shows that Europe, Great Britain, Germany and France are the most promising countries for ecommerce. These markets represent fantastic opportunities for pure play online retailers; for example Asos, an online retailer that doesn’t have any physical stores.
‘If you fail to plan, you are planning to fail’ according to Benjamin Franklin.
There are hundreds of sales companies across the world and what distinguishes a good sales business from a great one, is this basic principle of planning.
Posted on 1st April 2015 in Sales.
Every business needs them, but very actually have them — good sales people. In fact, a recent report from Cranfield Management School has found that 9 out of 10 sales staff struggle pitch effectively. How can businesses ensure they’re hiring the best sales reps?
My favourite question to ask when interviewing sales people is “what is the key attribute of a good sales person?”. I get all the usual responses: “I’ve got the gift of the gab me”, “knowledge is King, know your product”, “being a good networker”, “not taking no for an answer”. I only once received the answer “be a good listener”. I hired her on the spot. I later found out that she had learned that nugget of information from her granny who was Scotland’s best Avon sales rep for many years. Who knew?!
Posted on 2nd March 2015 in Sales.
The Direct Selling Industry has certainly come a long way since the Tupperware parties synonymous with 1950s post-war Britain. According to the DSA (Direct Selling Association) in 2013 alone, there were over 4.8 million direct sales, netting over £2bn for the UK economy. Given this exponential growth it would be fascinating to see what the direct seller of early post-war Britain would make of today’s industry. Are there startling contrasts between the contemporary direct seller and the direct seller of the past, or are there certain aspects of the industry that have endured with time?
Posted on 10th February 2015 in Sales.
Twitter has revealed that tweets from selected partners will now feature a ‘buy now’ button that will allow users to buy products directly from the tweet. This new development is further evidence, if any were needed, that the ways in which consumers can purchase products will continue to increase. These changes will be far-reaching for eCommerce and whilst retailers need to keep up to date in this innovative climate they must also prioritise; only investing in methods that will truly benefit their customers.
Posted on 9th January 2015 in Sales.
Thawing out the frosty reception from ‘quick hit’ cold calling is a must for today’s sales professional if they are to engage more meaningfully with an audience disillusioned with impersonal, ill-informed and generic sales approaches.
Posted on 5th January 2015 in Sales.
Sales is really good social communication. Sales is often misunderstood and vilified as something we are subjected to by over-zealous sales reps. Being a good salesman is not about taking cues from the Wolf of Wall Street. It is really about listening and communicating.
Posted on 24th December 2014 in Sales.