On the 20th of March 2014 in Sydney, Glenn Guilfoyle, Principal of The Next Level and founder of The Next Level Sales System, delivered a short “how to” piece on snapshot assessing your current level of sales team productivity and return, and setting your sales team optimisation direction accordingly. He then facilitated a panel discussion […]
Author: Glenn Guilfoyle
“How long are your Sales Execs spending on average in their visits with Tier 1 customers, John”? “Oh, it depends Glenn”, responds one of my most respected Head of Sales from a B2B sales organisation selling into the agri-sector. “It depends what the customer wants, what we want the Execs to do during the cycle, […]
The question I posed last week is both simplistic in expectation of a black and white answer, as it is a real world challenge for many B2B sales organisations. Naturally, as real world practitioners, you know that the answer is that it can’t be as simple as one before the other. Both need to be […]
“Yes, Glenn! I hear you! And I am not disagreeing.” My erudite prospect was being firm in mitigating my bubbling over passion as I envisaged and then articulated how much the organisation’s sales could improve with the establishment of a tailored sales system (the company is a large branch network B2B distributor) and some sales […]
How did your football/rugby team go last weekend? I am a hapless AFL Richmond supporter, so many weekends I cannot bear to turn to the sports pages to read the obituary. When the Tigers do crack it for a win (even a draw is cause for celebration for Richmond fans), I can’t wait to rip […]
Last week I lingered on the notion that the alignment of your valuable sales team resource to the relevant segments of players in the value chain (making the best bets) is one of the key considerations at the cusp of where sales strategy ends and sales optimisation begins. The way we “see the world”, making […]
Last week I proposed that a clear set of succinct deliberations in regards to a robust Go-to-market model (click here to view again) will serve two purposes ……… the heart and soul of your sales (go-to-market) strategy, with a special focus on your sales team function and utilisation …… and the perfect starting point (set […]
The recent publication “12 sales trends for 2014 : The year of the thinking sales organisation” tells us (sales trend #10) that sales strategy will become the hot discipline of business in 2014 and beyond. The same report also identifies no less than 5 of the other 11 sales trends that, for those of us […]
These guys put the fun and the challenge into the relative dryness of their annual sales team optimisation discipline. How? They converted the necessary sales territory planning calculations and exercises into a “bootcamp” style series of challenges. Once in the bootcamp environment, they grouped the Sales Execs into small teams ……….where each member worked on […]
Last month we commenced this escapade on differentiating sales team optimisation (StO) and sales exec effectiveness (SeE), by focussing on sales team optimisation. So let’s differentiate this month! By contrast, SeE includes the identified, tailored team and individual training and skills development programs required to capitalise on the optimised team environment. A synergistic effect often […]