Your ability to make effective decisions will not impact your success but those around/who rely on these decisions - are you aware of what maybe impacting your decision making?

Your ability to make effective decisions will not impact your success but those around/who rely on these decisions - are you aware of what maybe impacting your decision making?

What is a great sales leader? Most leaders have not met one. Most sales people have not experienced one. Most sales leader are not one.

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.

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.

Why your best sales people maybe leaving you

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. In this post I share what the constants are

In the time of COVID it’s now easier than ever to conduct sales coaching based upon sales leadership being involved in prospect/client engagements with their sales people.

And yet some are not doing the virtual ride alongs - here is a video revewing the opportunities and some tips

Your sales emails are crtical to your sales effectiveness. How your structure and write these emails will dictate how quickly you will get the desired response.

Emails are part of our communication strategy so let’s take time to understand even more how to be even more sucessful at writing them - read this blog for some insights.

If you have ever wanted to change sales behaviours I bet you discussed, told, bribed (commission and bonus) and even yelled and still not get the change yo are after.

To assist sales leaders in their efforts to drive change we assist them to put into practice positive sales performance dashboards. Check out the blog post

What are the most challenging aspects of sales you experience? Here is a list of 22 challenging aspects of sales you might relate to.

Over 18 years of sales development it not usual for salespeople to ask me to assist them in improving their out reach calling. Here are some things to consider - don’t pitch slap them

A video discussing why sales people blame price as the reason they lost the deal when really they do not know the real reason.

Decision making matters when it comes to team development and performance. SG Partners helps leaders improve their emotional intelligence. Read this to find out more.

SG Partners has tools to form an effective sales machine that focus on Sales strategy, Sales plans, Sales process and Sales metrics. Read this to see how you can access them.

Self awareness around our self limiting beliefs as sales leaders and sales people

When looking at your expectations of your sales team, what is the reflection like of yourself as a sales leader?

Sometimes the way we sell is counter productive. Here are 5 Contradictory Sales Principles to consider

Realise your strategy into action utilising a one stop app. Turning goals into objectives, task and completion.

I asked a sales leader recently what expectations he has of the sales team this year - shorten sales cycle perhaps - no, improve win/loss ratio - no, mmmm. Do our sales leaders and sales people not raise their expectations because they are comfortable with the status quo?

Here are 3 things you could do to raise expectations for your sales team in 2021

Here is the scenario I would like you to consider. It's kind of a riddle.
For the last 3 months your quotation levels have increased by 50% - yeah you say. Closing ratio has halved though. "Get more quotes out there then" I hear you say. Not necessarily. Furthermore you also know that your market penetration has dropped.

So what is going on with your sales team? Check out this blog/video to get my take on what's happening which resonated with the NSM.

If you have ever wanted to change sales behaviours I bet you discussed, told, bribed (commission and bonus) and even yelled and still not get the change yo are after.

To assist sales leaders in their efforts to drive change we assist them to put into practice positive sales performance dashboards. Check out the blog post

Salespeople, like all other people, have strengths and weaknesses in their role. The most common salesperson weaknesses are related to the way they buy products/services themselves – We call this their buy cycle/process. - listen to the video of the explanation and how it creates a long sales cycle

Salespeople, like all other people, have strengths and weaknesses in their role. The most common salesperson weaknesses are related to the way they buy products/services themselves – We call this their buy cycle/process. - listen to the video of the explanation and how it creates a long sales cycle

Many people we come across have the identity that they are a consultant or technical advisor - their identity is about knowing stuff and how to fix problems. Then they are asked to create revenue opportunities and this is where the conflict begins. They did not sign up for this and yet they know if they do not assist with creating revenue they may not be able to fix problems. Here is a video of Michael Lang explaining how we assist those technical people to adopt an extra identity which makes it easier for them to engage with clients and prospects alike.

This is part of a series of video interviews to maximise who we engage with our markets. This one is on how to maximise your video engagement with clients/prospects. If you want them to want to communicate via this channel you might want to create a great experience. Check out the amazing tips from Dean Whitling a professional photographer/video producer.

Trevor’s video discusses the many different versions of sales people and how they should be engaging like in 2020 to improve their effectiveness. Your buyers have changed how they make decisions, have your sales people changed enough? Check out this video from Trevor to give you an insight to think about.

So imagine how much business could be slipping through your fingers because your people do not follow up enough.

Statistics show that on average sales people give up after 3 attempts and yet prospects decide to engage after 5 - 7 attempts.

Read more of what is happened to me that frustrated me and brought the point home

What if through doing one thing we could help you increase your win/loss ratio and improve your revenue, margin and marketshare and reduce your cost of sales? Here it is.

Track the reasons you lost a sale and interrogate them.

When I say interrogate them, what I mean – interrogate the person in your organisation providing the reason and if need be go ask the questions to the lost deal.

Read more of what is happening

We usually find there is a disparity between what a sales leader expects and what the sales team members believe their top priorities are. It’s hard having a sales accountability conversation - we make it easier.

Read what is part of our sales accountability framework.

We usually find there is a disparity between what a sales leader expects and what the sales team members believe their top priorities are. It’s hard having a sales accountability conversation - we make it easier.

Read what is part of our sales accountability framework.

If you want to differentiate and not be commoditised, there is one question you need to learn to ask.

Read what is the one question and who you should ask if you want the be engaged as the trusted advisor immediately

I use to say: if you do what you have always done you will get what you have always got. That is not true.

The outside world and market forces change and yes that maybe beyond your control. As a leader, all that matters is how you react with what is within your control. So face the brutal facts and make decisions on what you know. Read WHY we do not want to face the facts and yet should when it comes to sales effectiveness

I was involved in a webinar this week focusing on Does your sales team have the critical skill set needed in the current environment.

Why average sales people pre covid are really going to struggle now and into the future.

Read and watch what is needed to focus on to grow revenue, margins and marketshare moving forward

Why is that people think they like change but don't? Learn the 5 tips to encourage brain change and create growth.

Here are the top 7 leadership tips every leader should know.

Learn the 11 things you can control to assure that you make a great first impression with a client via video conferencing.

Last week, the SG Partners team attended a Patrick Lencioni webinar. He discussed a wide variety of topics for how leaders can adjust, adapt and progress during these challenging times.

In the first installment of the More Positive News Series, Michael shares his insights about need for hope and what it means to businesses and their people.

Do you know the meaning of building rapport? Learn from a sales person, sales leader and sales leadership coach in recent LinkedIn question and answer post.

Can you quantify how much revenue is lost because your growth team is limited by what they don’t know or understand?

Can your sales team understand your organisation’s common language?

Check out below if you would like to understand how your people measure up against 21 Sales Core Competencies. See how they score against the average scores for your industry and even how your own company compares.

When people try to take on a new habit or change something, they are usually highly motivated for a while. The challenge is they haven't changed yet!

Austmine’s Membership & Communications Manager, Sheldon Varcoe, sat down with Michael Lang, Founder of SG Partners to gather his thoughts on the challenges that METS companies experience in accessing major mining customers and advice on how to overcome this.

It’s a question I ask business leaders and sales leaders often. And guess what, very few leaders know the difference.

Here are 3 things that will make you 28% more likely to be a successful salesperson.

Trevor shares the Dunning Kruger effect in part 2 of a 2 part blog series. Do you think you are smarter than you actually are?

Trevor shares the Dunning Kruger effect in part 1 of a 2 part blog series. Do you think you are smarter than you actually are?

Why is it that some people stall when it’s time to change and do something new?

In this 3 part series, Michael shares his insights on assisting sales leaders and achieving growth, revenue and market-share for your organisation. Here is part 2.

Scarcity thinking can be changed. Learn how to re-wire your thinking and focus on your goals.

Great coaches allow their people to self-discover their own solutions by asking the right questions.

Want to know how the experienced sales person handled feedback?

If you do these 3 things to your sales plan, revenue and market-share growth will follow.

Learn the 4 rules for effective sales plans. Are your salespeople adaptable and skilled to get the best out of your sales plan?

Learn the 5 things that any organisation should look to introduce to produce a culture of high performance.

Learn the importance of implementing a structured coaching framework to positively influence sales training within your sales team.

Learn the 3 steps to a successful sales process for your salespeople and sales team.

Shanghai provided a positive sales experience for SG Partners. Learn the importance of a sales team impact analysis report to a company.

Learn why sales evaluation assessments are the best option when screening and hiring a sales person.

A Sales Manager and his CEO/MD were in the meeting room, and each time the CEO brought up a problem, I asked the Sales Manager to elaborate. Each time he began with, "Well I'm a sales manager, so I should know this stuff..."

When you’re faced with a problem and provided with a solution, it would be silly not to take it. This is the reality of selling; clients need solutions and salespeople are offering them, but no one is buying. Why?

If you’ve ever found yourself vowing to a New Year’s resolution or to get healthier, then you’ll know first-hand how challenging it can be to change a behaviour. Despite any good intentions, most will find themselves continuing to smoke, eat junk food and fail to exercise. Why’s that?

I went to a 50th birthday the other night, yes that is the crowd I apparently am hanging out with these days. Looking around the crowd, I felt sad, sad because they were doing what they were always done, besides the occasional holiday – there was not a lot to talk about – same old, same old.

We see it time and time again, managers who fail to hire top performing salespeople. They struggle to understand why the person they interviewed turns out to be so unequipped for the job. There are many reasons why someone is unsuitable for the position, a lack of skill, motivation, and desire, just to name a few.

You are responsible for the success of the sales department. If you notice that your sales team is not selling as much as they should be, that can be frustrating.

Many people believe that their business is different because people don't know that they need what they are selling.

“Your sales process serves to create a common language when speaking about your sales activities, which in itself removes friction."

George Bronten

Don't be left in the dark, keep up with the future of sales.

Do you:

• Want to grow revenue?

• Want people to buy from you on value and not price?

• Want to have more loyal clients?

• Want to increase your win/loss ratio?

• Want to shorten the sales cycle?

The Agreement Frame is a useful language pattern to redirect a person’s argument or objection rather than attempting to persuade or justify the merits of your offer or point of view.

What this means when screening sales candidates

I often get resistance from salespeople early on in our SG Partners sales training and coaching programs.

Recently I journeyed on yearly pilgrimage to a congregation of 100 + sales effectiveness experts from around the world.

We talk about many things and without a doubt there is at least one topic we focus on. This year was no different.

Help, my sales team has lost their energy and focus! Come and motivate my team, please!
A typical result of a sales lulls, decline in deals, fewer phones ringing, fewer deals closed. In summary, your once active sales team's focus and energy have gone dormant. How long are you willing to wait till your team erupts again with sales?

Change is constant in today’s sales world

There’s often downsizing or reorganisation going on. These programs are created to invoke change.