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The hidden cost of inconsistency
Inconsistent sales performance rarely presents itself as a single problem. It shows up in small, recurring ways. Deals that feel strong but fail to progress. Opportunities that appear similar but behave differently. Forecasts that shift more than expected. Conversations that repeat rather than move forward. Individually, these moments are easy to explain. A deal slipped.…
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When training becomes a substitute for design
Effort does not always equate to results, and activity on its own does not reliably create progress. When increasing activity fails to improve sales outcomes, attention naturally shifts elsewhere. It shifts to the sales team, and conversations move from pipeline and effort towards capability. Do we have the right people? Do they have the right…
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Managing a healthy sales pipeline
Is your sales pipeline used as a valuable business management tool including providing accurate forecasting in your business? What are the attributes of a healthy pipeline? Sales pipeline management refers to the process of overseeing and optimising the progression of sales opportunities through various stages of the sales cycle, from initial contact to deal closure.…
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Leveraging scientific principles to architect and cultivate a winning sales team
John led a team of six salespeople. Over the past year half his team had left the company and been replaced. Sales performance had declined and was at an all-time low. John couldn’t seem to get the team humming. He felt he’d run a solid recruitment process but it was clear these newbies were not…
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Conquering change resistance
How to Ensure a Seamless Sales Transformation A common challenge I experience when helping companies through sales improvement initiatives is change resistance. Organisations recognise the need to develop the best sales culture, provide effective training, optimise sales processes, and create other essential high-performance attributes. However, the path to achieving these goals can be laden with challenges.…
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Why sales training often fails to improve performance (and what you can do about it)
How often do managers put individuals or teams through sales training as a one-off exercise with little or nothing in the way of ongoing coaching and integration? Tick – done. Some do it well, most don’t. And how much of that training course does the team remember? German psychologist Hermann Ebbinghaus answers this using his…
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Does your sales ‘strategy’ need a strategy?
In the fast-paced world of sales, it’s easy to fall into the trap of believing that simply selling more is a strategy for success. If salespeople just push harder and increase their sales volume, success will naturally follow. However, this approach often lacks direction, focus, and a comprehensive understanding of the market dynamics and customer…
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5 Essential steps for sales leaders to adopt AI
Is it time your sales team took advantage of AI? In the midst of the artificial intelligence (AI) hype and doomsday predictions, it’s important to recognise that AI has actually been working its way into our everyday lives for quite some time already. McKinsey has been tracking AI adoption for the past five years and…
