Excellence: A Commitment to Completion

Do you find it easy to start new projects but then lose focus, get distracted and drift off course? You’re not alone in feeling that way. Over the last ten years of working with top sales leaders and their teams, I’ve noted it’s their commitment to completion that has been one of the outstanding hallmarks …

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Creating Dynamic Customer Engagement for Consistent Sales Results

(original content created in collaboration with Amanda Hughes BLUM.) The way companies and individuals buy products and services today has changed dramatically. Today, customers no longer want to buy from salespeople they want to speak with experts who can add value and help them quickly achieve their objectives. Today, instead of salespeople qualifying which customers …

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What More Customer Meetings? Make Your Value Jump Out!

“Why is it so hard to get some decent meetings in the diary?” If that sounds familiar you are not alone! Creating a constant stream of customer facing meetings each and every week can be a challenge. Nearly every salesperson is charged with the same goal of hitting an agreed number of customer meetings each …

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As a Sales Manager, what have you done to maximise your value to the team?

As a Sales Manager, what is your responsibility to add value to your team? No doubt, sharing your experience, transferring your knowledge and developing the maximum potential of each individual are all key aspects that come to mind. However, it’s a tough question to answer with the pace of today’s sales environment. All too often …

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6 Killer Reasons Why You Need Effective CRM usage to Maximise Your Sales.

Manchester September 25th. More firms than you would ever imagine both small, medium and larger organisations, still have little or no visibility and control over their sales revenue. They often fall into two camps, either they have no CRM system at all and rely on a myriad of spread sheets and disparate reports to attempt …

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Are You Capturing Valuable Customer Insights or Meaningless Data?

Most would agree that capturing important customer information is vital to growing and protecting their business. The harsh reality is that frequently little or sparse information of real value is captured in the CRM system. One reason for this I believe is that most salespeople have never really been trained to understand and identify what …

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How do you get the best from everyone in your team?

As a manager, you want to get the best from everyone in your team. But they are all individuals with different personalities, so to achieve this requires insight and adaptability on your part to succeed.

Trying to communicate in just one style…your preferred style is not enough!

In the previous podcast and blog post we discussed four main communication styles and linked them to four animals for a bit of fun, but more importantly to help you to quickly identify people’s individual communication preferences.

In this article, I want to dig deeper into each of these communication styles and share how to adapt your way of communicating, so that it really resonates with each individual in the team.

The first one was the Monkey/Creative individual, this was the person who is energetic, full of life, has creative ideas and an outgoing personality.

What’s the best way to treat them?

Well, show your enthusiasm for the task or goal at hand. Sharing that emotion with them is very important.

Recognise too how they tend to value themselves. They access themselves by feedback, applause and recognition. This is very big in their world and it’s how they gauge whether they are doing well or not.

So, look for opportunities to offer genuine commendation and vocalise it.

Also, make it possible for them to get ahead quickly on new tasks and face new challenges. Don’t make things boring or staid for them, otherwise they could quickly lose that beautiful enthusiasm and creativity.

How can you help them to improve?

We mentioned giving them recognition, but they also need structure within which to reach the goal. So, map out some steps for them to work too so they can focus and not lose their concentration.

How to lead them?

When you think about leadership with these types of individuals, lead them in a way that inspires them to bigger and greater accomplishments. But you need to have short-term targets so they can hit these steps along the way.

Now let’s look at the LION/ Achiever character, this is the high-achieving individual focused on tasks and results.

What’s the best way to treat them?

The best way to treat them is to give them the opportunity to be in charge. Always recognise they value themselves on the results or goals they achieve. Make it possible for them to get into competitive situations because they like to win. So, you need to allow an opportunity for this, don’t try to hold them back or restrict them, they will just get frustrated.

How can you help them improve?

Give them a position where they have to cooperate with others, one area they need to develop is to be more considerate of other people’s feelings and also work within a team.

How to lead them?

The most effective form of leadership is to allow them some space to do things their own way, that’s where they feel most confident and comfortable.

Consider now the DOLPHIN / Agreeable character, this individual is very loyal and supportive and needs a different approach.

What’s the best way to treat them?

The best way to treat them is to be supportive and show you care about them. This is really important to them, knowing you have a personal interest in them and good relationship is critical to them performing at their best. You need to recognise that they tend to access themselves based on the quality of friends and relationships they have. If they feel that other people in the team around them like them, then they must be doing the right things. So, you need to make it possible for them to feel relaxed, knowing you are interested in them succeeding. Take the time to explain the background and reasons for the task then they will fully support and engage with you.

How you can help them improve?

One way is by providing a structure of goals and showing them the methods to achieve and reach those goals. This ties in very nicely with the most effective way to lead them.

How to lead them?

You need to outline specific plans and activities that need to be accomplished. Then they will feel confident and comfortable to push ahead to achieve those goals.

Finally, with the ELEPHANT/Analyst character,

What’s the best way to treat them?

Well we know they love the details, so be prepared to give them lots of data and information, that’s how they feel comfortable. Recognise that they access and value themselves with a slightly different paradigm. That activity and keeping busy with cause results to fall into place.

So, what’s the best way to work with them? One thing to remember is that they don’t like to be pressured or pushed to make decisions. So, you need to allow them the opportunity to be let off the hook sometimes rather than pressured or cornered into making decisions quickly.

How can you help them improve?

There are several areas but one of the most important is to help them develop their communication skills, so they can relate better to other people. Some of the important points we have considered here will play a significant part in helping them communicate better.

How to lead them?

In terms of leading them, the most effective way is to give them a structured framework so there are clear parameters that they understand and feel comfortable with. To gain their respect and engagement, formulate and prepare your ideas or tasks in full detail. Then allow them time to digest the data and information and expect lots of questions before getting their commitment to move forward.

Next Actions for you to implement.

So, this has given you four different characters and the best ways to communicate with them. I want to encourage you now to think about the individuals in your team and look at identifying their preferred way of communicating. How you can adapt your style of communication to bring out the very best in them and so doing achieve rapid progress in record time towards your goals!

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How Discovering Your Own Communication Style Can Dramatically Impact Your Sales Results

In this week’s podcast I’d like to share some insights to help you discover your personal communication style or preference and the huge impact this can have in getting commitment and engagement from your colleagues and buyers.

Understanding how you come across when you communicate to others is fundamental to any long-term success in your career. This applies both to your important relationships internally with colleagues and externally with your prospective buyers and existing clients. Learning how you can develop your communication skills and relate in a much more effective manner with all the different personalities is a highly valuable asset.

Then next week, don’t miss the second article and podcast in this series, as I will dive deeper into this subject and focus in detail on how you can use these insights, either as a sales leader to lead, develop and communicate effectively with everyone in your team, achieving results in record time. Or as a salesperson to significantly increase your engagement with clients and reap the subsequent business growth you desire.

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How to Differentiate Yourself & Create Value in a Digital World

One of the most important aspects of creating value for customers in the digital age is an understanding of the radical changes that have occurred in the way we buy. We are now in a new sales landscape largely due to the availability of information on-line. You can take any industry, product or service and …

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If you’re not investing in your Sales Manager you’re missing a trick!

Investing only in frontline sales training won’t get you peak performance results. Today smart companies across the globe are waking up to an important fact.

They must invest and empower their sales managers to achieve maximum performance.

We must stop this erroneous notion that by promoting good sales people they will naturally become great managers. They won’t because ‘Sales Management’ is a completely different role.

So, here are 5 reasons why every company should be investing in training and developing their sales managers.

  1. Set the pace. – They are the ones that set the pace and create the atmosphere for the whole team to achieve high performance.
  2. Direct link between boardroom & field. – They are the ones who can effectively communicate the strategy and direction from the boardroom and translate that into meaningful sales activities to be implemented in the field.
  3. Know their numbers. – They must understand their sales figures, and be able to read them like a book! Spotting pipeline pitfalls and forecast potential blockages with the ability to help their team overcome them.
  4. Leverage their experience. – They need the tools and coaching skills for a strong Knowledge Transfer, developing everyone by multiplying their skills throughout the team.
  5. Breed Loyalty – A good manager will be able to win the hearts and minds of their team. This is another valuable quality when you consider the high cost and impact of staff retention on your organisation. The person in the role of sales manager can dramatically affects the bottom line, but they need to know the qualities required to lead.

When you think about these 5 points is very evident that investing and empowering your sales manager is the key to superb results.

For additional insights checkout, the attached visual – -The Essence of Thriving Sales Organisation’ and listen to the podcast – ‘Empowering your sales manager to lead the team.’

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