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Anne, Christopher and Steven

This must have been the first holiday we ever had – a wet week in a caravan on Hayling Island. At a guess this would have been 1956 or 1957. That’s the sort of question we always used to be able to ask Babs, but can’t now of course. These kids seem to be [...]

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How to be Successful in Sales Management: Why Everybody Needs a Sales Coach

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Why Everybody Needs a Sales Coach Everybody needs a sales coach, even the most experienced deal maker. A second opinion about strategy and tactics always adds value, even if it’s just cause to check any assumptions. But that’s not the point of this particular article. The sales coach we’re talking about here is the internal [...]

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How to be Successful in Sales Management: The Role of Questions in Your Sales Process

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The Role of Questions in Your Sales Process Asking questions is fundamental to your sales process. That’s become an accepted fact in sales training over recent years. Long gone are the days when trainers coached sales people in only asking questions the prospect would respond to with a Yes, thankfully. There’s a couple of articles [...]

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How to be Successful in Sales Management: New Sales Manager in the 1st Quarter

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New Sales Manager in the 1st Quarter So you took the promotion to sales manager. Congratulations. Well done. But a word of caution. Life at work is going to be considerably more difficult from now on. Luckily in the 1st quarter everybody will give you some time to get settled, I hope at least. Now’s [...]

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How to be Successful in Sales Management: Sales Strategy Role for Value Proposition

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Sales Strategy Role for Value Proposition What role does value proposition play in a sales strategy? Or maybe what is a sales strategy, and what is a value proposition, and why should anybody care? The answer to those questions depends on how much you enjoy kissing frogs. You’ll remember the Brothers Grimm fairy tale where the [...]

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How to be Successful in Sales Management: Is Your Sales Strategy Easy to Buy

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Is Your Sales Strategy Easy to Buy Every sales strategy needs to be easy to buy. Sorry if that’s perverse, or trite, or over intellectual consulting speak. It isn’t meant to be. But let me explain. Your sales strategy needs to be easy to buy by everybody in your business, and especially to your sales [...]

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Sales Managers Main Problem

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The difference between the Good Sales Guys, the Bad and the Ugly

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The Good, The Bad and The Ugly Sales Guys by stevensreeves in SPPM What’s the difference between good and bad sales people,and how can you assess them. Is it activity rates, close rates, total sales, or margin, or customer satisfaction? Maybe it’s just making target quarter after quarter. The red meat issue, for those who [...]

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5 Ways to Forecast Sales – Which One is Yours?

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5 Ways to Forecast Sales – Which One is Yours? by stevensreeves in Sales Forecasting How many methods or techniques are there for sales forecasting? There are 5, in my experience, offering varying accuracy and utility. Here’s the background and a short explanation of each. We all know forecasting sales is a tricky business. It [...]

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What is sales forecasting which methods work

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What is sales forecasting to you? What does it for your business? How do you calculate your forecasts and act on the results? Most people don’t understand the point of it, because usually it doesn’t work, for them at least. But with the right techniques, sales forecasting can make a big difference in any business. [...]

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