Blog 2018-01-11T15:37:58+00:00

Keep up to date with the latest thoughts from The Team on the Sales Industry

Top 10 sales skills every sales professional needs

To succeed in sales, you must master a certain set of skills. Having the right temperament and passion for the job are must-haves, but you can also develop and nurture the skill sets needed to rise through the ranks in the fast-paced sales world. Here’s our guide to the top 10 sales skills that every professional working in the industry must master: Listening. This doesn’t just mean staying quiet when a lead or client is [...]

By | February 9th, 2018|Categories: Insight|0 Comments

What CRM platforms are out there?

What could a better CRM system do for your sales team, and for your business? Customer Relationship Management platforms benefit businesses in many ways, including: Centralising vast quantities of data and making it easier to manage Easy access to any detail at your fingertips Updating customer contact details Track every customer interaction Improve your customer relationships and lifetime value If you’re looking to upgrade your existing CRM platform or you’re starting out from scratch, you [...]

By | January 17th, 2018|Categories: Opinion|1 Comment

Top 10 sales objections and how to handle them

What makes a prospect decide to buy? There are many reasons, from the price and the timing of the call to the communication skills of the salesperson. However, what really seals the deal in many situations is when a prospect can’t think of any good reason not to buy. This happens when a sales professional is able to deal with and break down each objection that a client may have, until they have no objections [...]

By | December 19th, 2017|Categories: Insight|0 Comments

Four crucial points to remember when setting sales targets

Targets are king in the world of sales.  The fixation on achieving goals is what keeps many salespeople motivated and of course, hitting targets is essential for business revenue and growth. But when it comes to setting targets, there are lots of things to consider. You can’t simply pluck a figure out of the air, and it isn’t only statistics on paper that matter. Here are some crucial points to consider when setting new targets [...]

By | November 28th, 2017|Categories: Insight|0 Comments

How do people like to be sold to and why do they buy?

To be a successful salesperson and crucially, to be a successful sales manager, you need to get to grips with motivation. Motivation is everything in the sales world, underpinning everything from whether your sales team meet their targets to why customers buy in the first place. Why people buy The key to understanding motivation is knowing that there is no one-size-fits-all approach. Each customer should be approached as an individual with their own agendas, pain [...]

By | November 21st, 2017|Categories: Insight|0 Comments

Creating super social content for sales

If you’re struggling to generate new leads, social selling could be the answer. Social media is a fertile ground for salespeople as well as marketers, as research suggests that both B2C and B2B buyers use social platforms for researching products and engaging with brands as well as actually purchasing. Accenture revealed in its State of B2B Procurement Strategy report that the majority (94%) of B2B buyers conduct at least some research online before making purchase [...]

By | November 14th, 2017|Categories: Insight|0 Comments

How to manage a great sales team

There’s far more to managing a high performing sales team than most people think. It’s actually something of an art form, where managers need to strike the right balance between motivating and potentially overloading their team. Exceptional sales management isn’t of course something you can learn overnight, and there are also certain attributes and skills that make a great sales manager – Forbes.com lists the most important ones as mentoring, following processes and acknowledging success. [...]

By | October 31st, 2017|Categories: Opinion|0 Comments

Good cop vs. bad cop – effective or destructive ways of managing a team

Effective sales management often comes down to one of two key principles – carrot or stick. Some sales managers use a combination of both, but which is more effective? Could the method you choose actually be driving motivation, morale and performance down? Let’s explore a few of the key points to consider in the good cop vs. bad cop debate. The good cop approach Being a good guy in the sales office usually means taking [...]

By | October 24th, 2017|Categories: Opinion|0 Comments

Are you demotivating your sales team without realising it?

There are lots of different ways to motivate salespeople, many of which draw on the common characteristics of human nature while others are tailored to the individual and what drives them. Sales managers try all sorts of different techniques to motivate their team, but some could actually be having the opposite effect. Are you doing any of the following? If so, you could be demotivating your team without even realising it. Using too much stick [...]

By | October 16th, 2017|Categories: Opinion|2 Comments

Key challenges employers are faced with in recruiting sales teams

Someone outside the industry may think that there is no shortage of sales professionals, but employers are actually facing very real challenges in recruiting the right sales teams. Not just any sales rep will do – employers depend on recruiting and retaining professionals with exactly the right skills, competencies and training to help drive their business forward in a challenging, fast-moving industry. Attracting the best talent The sales recruitment market is not just competitive, it’s [...]

By | October 4th, 2017|Categories: Opinion|0 Comments