The Sales Syndicate community was recently treated to a workshop by corporate anthropologist, Michael Henderson.
Michael has a passion for unlocking the true potential of people and organisations. With more than 25 years’ experience working locally and internationally and as the author of 8 books on the subject, Michael knows a thing or two about culture.
Michael shared with us many significant and confronting messages. Most of us have heard the now famous Peter Drucker quote, ‘Culture eats strategy for breakfast’. But Michael is insistent that in his experience having the right culture is 8 times more important than strategy; particularly so with Sales Teams.
That raises a very good question. If culture is that important, then why don’t we as sales Leaders spend more time developing culture? Is it because we just don’t recognise the value of how important culture is or is it because we don’t know how to go about it?
Who is it for?
Sales Training course for up to intermediate B2B sales people.
The Goal
To increase the capability of B2B sales people enabling them to increase skills, their focused activity and conversion rates. A gap of one month between each session will provide participants with the opportunity to trial new learnings and report back to the group.
Managers will be made aware of the content to be covered on each session so that they can support participants to implement new learnings.
One of the most fundamental components of a successful business is a high-performance sales team. By having qualified personnel selling your brand to clients, you can increase your bottom line and minimise cost-cutting measures.
But what is your current sales productivity like? Is your sales team performing at the rate that they should? Do you know where it should be right now? For many businesses, the idea of a productive sales team sounds nice, but implementing a comprehensive strategy is beyond their grasp.
We all know the different sales skills and attributes of hunters and farmers.
Hunters are your sales people who love the thrill of the chase, they have to get up every morning and decide where, who and which technique to use for the hunt. Farmers on the other hand are your account managers who love building fruitful (and profitable), long-term relationships. They know where their fields are – they just need to go and get the most from them.
Just about every single time I have seen a company’s sales slump or slow down I can go back to the sales cycle duration, and see a corresponding slump in leads or prospects.
Here are our 5 recommended reads on sales strategy and management, sales prospecting and more. If you have a suggestion to add to the list, we'd love to hear your recommendations too - please let us know or add your comments below.
How many times in a sales process do you hear this?
I was emailing a guy the other day promoting a sales course I’m running and his response on the first email was “What’s the price?” My response was; Lesson number one in sales - never talk price too early. In fact, never talk price until you (the seller) are ready.
Indicator and NZ Leaders recently joined forces with special guest presenter, LinkedIn guru Chris J Reed, to host an evening in Westhaven.
Actually, the first question is, does your company have a sales model? From my experience it’s unlikely. Well, not a formalised one that’s followed by all the team.
Firstly, when over 50 Sales Managers were asked about it at our recent Indicator: Sales Syndicate meetings, everyone said there was a form of disruption going on in their businesses and industries. For most, it isn’t an Uber or AirBNB like disruption, but for some it’s close, for others its longer term – but it affects everyone.
