Four meaty conversations with Heads of Sales last week provoked me to lament that many such sales leaders continue to struggle to reinvent the function of their sales teams to address the permanent change in their customer relationship  world, at this time, now approaching 10 years since the GFC effected that change.  The four chats […]

Ask just about any Head of Sales in B2B corporate Australia about the nature of the relationship between the Sales Execs and their respective customers and you will hear rhetoric about business partnerships and the training, leadership and expenditure invested to move beyond transactionally based sales relationships. Too often, though, once the first layer or […]

Ever pondered how much your company invests to pay, incent, equip and fully mobilise the sales force to deliver the revenue budget they are set?  Ever wondered what impact reducing the investment by 10% would have on the ability to deliver the revenue budget?  What if the revenue budget was increased by 10%….what increase if […]

Hire for sales attitude and aptitude – not technical knowledge?  Are we witnessing the commencement of the turnaround? When I started my career in sales in the good old days of the mid 80’s, the world for B2B sales organisations and professionals was so, so different to now.  We would not have believed it possible […]

A long standing client of ours asked us about this recently.  Three things were bothering him in terms of productivity and cost-to-mobilise of his own sales team … Are there ways to rebalance our traditional reliance on the face to face visit and the phone, in order to rise above all the noise and clutter […]

Sherlock Tomes, back on the case with tomes of writings for your glossary of sales team optimisation definitions.  After last month’s installment, one punter asked me the difference between sales team optimisation and sales optimisation.  Good question.   Well not all sales organisations possess a sales team to execute their sales function and process.  Think about […]

As a disciple of the church of sales science…………I have to confess that I am as guilty as that other one over there for using jargon when communicating on my topic of great passion……….. sales team productivity and return on investment (see…….I told you so!).  I would like to boast that I created all the […]

Last post, we lingered on the two broad types  of tier 1 +/- tier 2 customer visits/contacts.  Proactive and responsive visits/contacts.  First focusing on responsive…when the customer initiates contact of a welcome nature, eg a business opportunity.  Here is the rule of thumb.  If the request is a one-off and ad hoc nature, and cannot […]

Fairly benign question, huh?   As players in the space occupied by Heads of Sales throughout corporate B2B Australia, we would have all been taught a similar principle. And this principle would usually go something like this… An opportunity should be sourced for possible entry into the pipeline, by: applying standard company profile criteria of attractiveness […]

In the previous two instalments of this post, I prosecuted the importance of visit:drive time ratio for the on-the-road B2B sales team (sales team productivity)…with initial specific focus on the drive time denominator (click here to read the first post in this series), then turning focus to the numerator … visit time (click here to […]