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Sales Director Central Blog

Selling in a Pandemic - how to approach sales when everyone is focused on Coronavirus? Mar 16, 2020

How do we maintain Sales As Usual and Business As Usual when everyone is focused on impending health and economic doom?

Let's get our priorities right from the start.  It's a real health threat and everyone must take the right precautions to protect themselves and everyone around them. ...

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Business As Usual with Coronavirus Mar 13, 2020

What does Business As Usual (BAU) look like when health authorities are telling everyone to send staff home?

Where do you find useful and trusted resources around Coronavirus, and how you can use technology to keep as close to BAU as possible?

No matter what tech you are using, all the...

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September 2019 Newsletter #pipeline #salesleadership #value Sep 09, 2019

Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.

The Post of the Month

JD posted on Value in August on LinkedIn.  The key points were:

What is Value? And how should we measure it?

Firstly value...

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Build Your Pipeline Masterclass #growth #pipeline #sales #salesdirectorcentral #scale Aug 01, 2019

Thank you to all those who attended the live Build Your Pipeline Masterclass.

Please click the Build Your Pipeline Masterclass Replay to watch it again and remind yourself of where those new leads and future customers are hiding.

Remember:

  • COCO - Come Out, Come Out wherever you are!
  • Referral...
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7 Ways Sales Leadership Drives Revenue Growth high performance sales team sales sales methodology salesleadership Jul 04, 2019

At Sales Director Central we meet and talk with many  Founders, Owners and Directors in small to medium businesses selling a complex solution in a B2B environment.  Their views and approach on Sales Leadership, and even for some of the more savvy investors, is a constant source of...

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How do I know if I have a poor performer? #frustrateddirectorssyndrome #poorperformance #salesacceleration #salesreps May 29, 2019

In a recent LinkedIn article, JD spoke about the 4 reasons Directors hold on to poor performing sales people. One of the questions we've been asked is "How do we really know if they are poor performers?".

On the surface this is an easy answer "Zero sales". But this is not easy for many Directors...

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How do you control the sales process? #buyingprocess #salesleadership #salesprocess May 27, 2019

In his recent post, JD spoke about the need to control the sales process.  We've been asked to expand on how that is achieved in new and existing sales cycles.  We recommend 3 simple re-framing points.

The first thing to consider in your business is to be clear that the "sales cycle"...

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Hey Founders, if you could supply your sales person unlimited leads would that deliver sales success ? May 04, 2019

No it wouldn't!

It is undeniable leads are a constant source of frustration to enable scale for Founders.

But it wouldn't solve the real issue to create a peak performing sales function. A peak performing sales function requires three key elements, aside from leads.

1. A sales framework or...

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Average tenure for sales people ? 19 Months salesacceleration salesdirectorcentral Apr 30, 2019

Does it surprise you that the average tenure for a sales person is 19 months and has been trending down in recent times?

Here are my thoughts on WHY.

Most sales people are hired and left to fail. They have little support, after all they are being paid a base salary. The business is poorly set...

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Who is your target market? Apr 26, 2019

Who is your target market?

In the past few weeks I have asked several Founders this question.

The answers surprised me. They were general, no specifics, the only detail was an industry, at best. They tended to want to be all things to all people. The answers told me that they had become...

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The 4 reasons founders hold on to poor performing sales people Apr 22, 2019

I see it often, we are asked to do a review of the sales function, and see glaring issues with sales people. My belief is there are no bad sales people just people in the wrong company.

Here are the reasons from founders on why they have kept a poor performer:-

1 Scared the pipeline will leave...

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