Sales Director Central Blog
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. ...
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...
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...
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...
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...
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...
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"...
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...
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...
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...
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...
