How to Improve the Sales Onboarding Process
The time required for a sales representative to be productive is quite long, with high turnover rates. Additionally, the cost of replacing a sales representative creates a significant financial burden. So the structure of employee onboarding in sales directly affects the future of the sales organisation, as well as the potential performance of sales representatives. […]
Sales Enablement: Why Is It Important for a Sales Team?
Sales enablement has exploded in popularity with sales companies. In fact, it has seen a 34% increase in adoption over the last 5 years! There are more LinkedIn job postings for sales enablement teams than ever before. And companies are allocating whole budgets to these efforts. So what is all the hype about? Being a […]
How to Consider Your Sales Team in Change Management
Without change, there can be no progress, development, or growth. Understanding that changes are necessary to support the development and attainment of any vision or goals is an important starting point. However, change can, and does, have a psychologically negative impact on many individuals because as human beings we tend to be creatures of habit. […]
The Importance of Diverse Networks for Sales Teams
With International Women’s Day just around the corner, it is a timely reminder for sales teams to consider how they are prioritising diversity. To understand the importance of having diverse networks, we first need to acknowledge and understand our own limitations. Whether we choose to accept it or not, we all harbour biases that impact […]
Key Skills to Set Your Sales Manager Up for Success
40% of sales managers quit within the first 18 months, according to Steve Rosen, author of ‘Star Results’. That’s a jaw-dropping statistic on many levels. This retention rate can completely disrupt a sales team. For this reason, many sales teams never gain the momentum needed to reach scalable success. But is it really that surprising? […]
Why Teams Lose Trust in Sales Managers and How to Overcome It
Have you ever felt that your team members are not committed to your latest sales initiative? Maybe you sense their lack of trust or confidence in you. You’re not alone. While rarely discussed openly, these are common insecurities for many sales managers and team leaders. Business and the workplace are constantly changing, so sales leaders […]
Why Leaders Should Be Leading Their People and Not Their Businesses Right Now
And here I am now telling the story, as my colleague has told many, many other new and existing employees over his years with the business. That’s how you create loyalty. That’s how you know your team will support you through the toughest times. When your actions as a leader show you are genuinely there […]
The Impact of Redundancy
How many people managers within sales teams have been trained to have those redundancy conversations? The latest figures from the Office for National Statistics (ONS)* make for grim reading with UK unemployment levels at a three-year high of 5% (for the period from November 2020 to January 2021). Companies have started to lay off staff […]
CPD: Are Salespeople Selling Themselves Short?
Why CPD standards are positive for the sales profession. The skills that exceptional salespeople learn, develop and nurture are priceless. So why doesn’t the UK’s sales profession, unlike other professions underpinned by a unique set of skills and qualifications, have a recognised professional standards body focused on serving salespeople throughout their career? Why is selling […]
Blurring Lines: Overcoming The Loss Of Our Daily Commute
Leigh Dingwell is sales director for an international company. Responsible for a sales team of hundreds and triple-figure budget, she shares her experiences overcoming the loss of the daily commute, in the first of our ‘View From the Front’ series. Gone is the commute to and from work.Do I miss it? Not a lot.Did I […]