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Follow the links for
solutions to these sales management issues:
Improving sales productivity
Assessment Tools
Raising standards and having sales people raise
their game to meet them may be the most efficient way to increase sales
productivity. These assessment tools do far more than provide competence
feedback. They equip managers and sales people with the means
to set the right standards and meet them.
Follow this link for details
Sales Training Courses
Fifteen structured sales training courses,
organised to increase sales productivity of B2B sales people from beginners
to top performing corporate executives.
Details here
In-house bespoke training
Have us come to you and tailor a workshop, course, or programme to meet your
specific needs.
Details here
Sales Training Effectiveness -
Article
Here is a new approach to an old challenge,
making sales training more effective. Chuck Mache reveals the system at the
heart of his new book.
Read here
One on one coaching
All top performers rely on excellent support. Top competitors use a coach
to develop and maintain their edge.
Details here
TalentDevelopment®
Novations’ one-day TalentDevelopment program offers a fresh approach to
development and careers emphasizing immediate contribution, individual
responsibility, professional growth, and long-term employability.
Details
here
Sales Process Development
Understand sales processes and
improve them:
Details here
The Power is in the Process -
Article
Don't try to eat the elephant all at once.
Break up your sales process and refine each step. Dave Kahle
Explains how
Morale and Motivation
Assess and improve individual motivation and team
moral:
Details here
Compensation Planning
Engineer the right behaviour:
Details here
Performance Development
Create excellence in terms of thinking, planning, and action. Accesses the
whole range of our tools, methods, and know-how to generate incremental
business:
Details here
The Cost of Organising Sales people -
Article
Sometimes
progress causes us to lose sight of the main thing. Should we focus
first on control, or doing the right things?
Read here
Business Health in Good Order? - Article
Which is it to be - growth or recovery?
Standing still is not an option for most.
Use this check list
to take your sales and marketing operations temperature.
Free sales and marketing operation health check.
Read here
There is no ‘I’ in ‘Team’! - Article
And there is not 'T'' in 'sales'. Can sales
teams benefit from the team dividend?
Follow this link for some answers.
Improving Proposal
Effectiveness
Proposal Writing Workshop
Learning to follow a simple set of rules governing content and writing
quality can double proposal conversion rates.
Contact us for course details
The Black Hole - Article
What you can do to avoid the uncertainty that follows submission of a
proposal.
Read here
Stomping on Proposal Drudgery - Article
Do more proposals and win more
business.
Follow this guide to cut down the
guesswork or automate your proposal production.
Register for access to additional
material in the Sales Archive:
September 2004 -
Secrets of an Effective Sales Letter
March 2003 -
Write how your readers
like to read
February 1999
-
Effective Letters & Proposals
Predicting sales results
Creating or adapting forecasting tools
Consulting services to designed to achieve a two fold forecast accuracy
improvement.
Contact us for details
Changing forecasting behaviour
Sales people are notoriously poor at forecasting.
Simply speaking with a
consultant can provide enough ideas to do what's necessary to change
behaviour and improve forecast accuracy. We will share what we know in
exchange for the opportunity to have a dialogue. Call
Clive Miller
on 0118 933 1357 for an informal discussion or to arrange a meeting.
email
clive@salessense.co.uk.
Forecast Less
- Sell More
Identify the right prospects, value propositions, and actions to maximise
sale productivity.
Details here
Keeping the pipeline full
More Sales Leads
How to find more sales opportunities with less effort and banish those
sales famines for ever.
Contact us for course details
To 'Cold Call' or Not
-
Article
You may hate it. Instead, take control
and know for sure if you can forget it or need to get on with it.
Click to read
Hate Something
-
Article
There has got to be a better way to find enough
prospects, other than cold calling. There is! There are.
Read this article about
alternatives.
Get referrals from people you don’t know -
Article
You have heard about the six
degrees of separation. Here is how to take
advantage.
Click here to read the article
Hiring the right people
Selecting Top Performers
(Small group options)
Recruiting sales people who will perform is amongst an organisations
most challenging tasks. Take the risk out of hiring sales people. Learn
how to reduce your recruitment costs and accelerate sales growth through
better selection. Eliminate the luck factor and put your business on a
better course.
Follow this link for details
The Sales Exam
Through a combination of a self-assessment and a
recorded personal review interview, the Sales Exam scores skills,
knowledge, habits, and abilities across fourteen aspects of professional
sales competence. In addition, the Sales Exam analyses work motivators
and tests attitudes.
Follow this link for details
No more Hiring Mistakes
- Article
Depending on your business, a sales hiring
mistake could cost half a million or more.
Use this information to eliminate the
risk
Personal Development
Management Coaching
Increase performance
with the help of a coach:
Details
Managing for Sales Performance
Sales management ranks
amongst the most challenging roles. As competition intensifies,
sales managers come under increasing pressure to achieve greater
results with shrinking resources. Discover new tools for turning the
art of sales management into a reliable science. Help your people
motivate themselves. Become a better coach. Learn to adapt your
management style for difficult personalities. Get more accurate
forecasts. Manage sales campaign risks. Deal effectively with
stress. Make meetings more productive. Above all, achieve your sales
goals with more ease and certainty.
Follow this link for details
TalentDevelopment®
Novations’ one-day TalentDevelopment program offers a fresh approach to
development and careers emphasizing immediate contribution, individual
responsibility, professional growth, and long-term employability.
Details
Personal Impact
Performance in a career or life is voluntary. It is a matter of choice. It
depends on choosing the right thing to do. Those who find their niche and are
able to do what they love, achieve more. On this course, learn how to find your
niche and how to maximise your effectiveness.
Details
Persuasive
Interpersonal Communication
Communication is everything. It doesn't matter how good the idea is, or how
exciting a project might be, miss communication at any level can topple
worthwhile ventures and leave them discarded, awaiting re discovery by someone
else. Attend this course to learn the art of making things happen through
effective communication.
Details
Speaking on Your Feet
Presentation skills can be relied upon to catapult your career forward.
Learn how to communicate more effectively when speaking in public. If you
feel anxious just thinking about standing up to speak, you are in good
company. Almost everyone starts by learning how to enjoy the experience.
Attend the course anyway. You will be delighted with the result, we
guarantee it.
Details
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