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Elevate sales performance

Right behaviour, consistent action, better results

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My latest insights into all things sales

 

Sales at any cost?

KPI’s.  KRA’s.  Performance Targets.  Commissions.  Bonuses. When my clients tell me they want their customers to be blown away by the experience, I ask to see the performance measures against which their sales team is evaluated.It’s usually sales, sales...

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R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  ”.  Early 1990’s.  Times when most businesses cut back on recruitment and cost wherever they could and...

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Pick up the phone!

The fastest and most effective way to connect with another human being is through conversation…ideally in person That’s because we’re wired for connection, and when we’re engaged in conversation with another person our brain’s mirror neurons are firing.Subconsciously,...

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Do you show up to give or get?

To be truly great at selling is to see it as more than a transaction. It’s a calling.  Think that’s a bit rich?  Well I can only speak from my own truth.  I love it, and I’m sharing with you why I love it.You see, when we think of salespeople, images of white shoes,...

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Telling isn’t selling so STOP doing it!

Everyone knows how to have a conversation, right?  Every time we make a compromise to ourselves, we diminish something within us. We cheat our higher selves.Because it’s never really about being our best for other people (although other people will of course benefit...

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My sales team is driving me crazy!

“Why can’t they just do what I’m asking?”  “Why aren’t they increasing their activity levels?”  “I’m just asking them to do what’s in their position description – if they did that they’d hit their targets!!” I hear these comments all the time.  But telling these sales...

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Competitors are a reality

Who are your competitors?  How much do you know about them? Do you know what they do better than you?  Do you know what you do better than them?  How are you viewed by prospects in relation to your competitors?It’s easy to ignore your competitors, both direct and...

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Closing the sale

So often, I’m told by prospects that they’re biggest sales issue is closing the sale. I’m told that they need to learn closing techniques; that their sales people don’t know how to close. And I know with 90% certainty that it’s going to be something else: something...

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What to do when your poor performer thinks they are a star

We’ve either got one in our teams right now, we’ve had one in our teams before, we are one** or we’ve been one - the poor performer who thinks they’re a star. The evidence is all around them: the declining or poor results, consistent poor feedback from multiple...

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Connection is your ticket to the dance

We live in a world where we give our babies smart phones to play with, our children devices to watch at the table when eating out and where our teens communicate in social media shorthand using touched up images to get more likes.   We complain about the time we...

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Don’t argue with Dr Phil

“You can’t change what you don’t acknowledge,” says Dr Phil.  And it’s hard to argue with Dr Phil.  I mean, he’s Dr Phil after all!!   I don’t know about you, but over 25 years working with sales people, the fastest performance improvements happen with those...

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2019 is here!

February 2019 is on our doorstep…. My clients are already starting to schedule meetings for January for work set to commence in February NOW.  That’s right: in December. Now some of you reading this will be all over it.  You’re way ahead of me.  In fact, you were...

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