Banjar Group
  • Home
  • About Us
    • What we do? >
      • What's been happening....
      • Sales Insights >
        • Articles
        • Banjar TV
        • Recommended Reading
        • Useful Links
      • Free online diagnostics
    • How we work?
    • Who We Help?
    • Our Team >
      • Mike Boyle
      • Nick Oddy
      • Ron Jungalwalla
      • Andrea Boyle
      • Maggie Butterworth
      • Leroy
    • Testimonials
  • Sales Shift
    • Sales Programs
    • Sales Workshops
    • Keynote Speaking
  • Sales Coaching
    • Getting Started With A Coach
  • Sales Talent
    • Our Model >
      • How we are different
    • Sales Science >
      • Sales Shift 2020
      • Candidate Testing
    • Current Recruitment Opportunities
  • Community
    • The School of St Jude
    • Leadership Programs
    • Mindshop Excellence
    • JDRF
    • Strathmore Football Club
  • Pathways
  • Store
  • Contact Us

Blind Faith in Sales

23/4/2014

0 Comments

 
As we move towards 2020 those companies that rely on ‘Blind Faith’ in their sales teams will find it increasingly difficult to achieve or maintain growth and success.

An unhealthy belief that a strong Sales Function can save a struggling organisation is an unfortunate characteristic of the difficult economic conditions we currently face. The belief that a good Sales Function can lift a struggling business with poor products and services inevitably leads to disappointment. Although an investment in the Sales Function may lead to a 'spike' in sales, the increase will not be sustainable if the products and services of the business are not of a sufficiently high quality.

Before an organisation seeks to strengthen its Sales capability it needs to ensure that its core products and services are sound. Modern consumers and buyers are sufficiently astute to recognise inferior offerings and will soon abandon organisations that are not meeting their expectations.

The following Product Salability Table provides a quick reference-point for assessing where an organisation's core products or services are positioned as far as quality and affordability are concerned. An understanding of this dimension can inform the type of Sales approach 
Picture
Picture
Is your Sales Force helping your organisation to improve the quality of your Products and Services by ‘feeding back’ key business intelligence?

Learn more - get your White Paper at http://www.banjargroup.com.au/sales-shift-2020.html

0 Comments

What's Moving Out?

16/4/2014

0 Comments

 
Picture
As we move towards 2020 some sales approaches and philosophies will no-longer be relevant and therefore deliver value or success to organisations . From our experience these approaches are still being used by organisations engaged in B2B Selling. Although some of these methodologies have delivered success to organisations previously, the current business environment, coupled with trends that are influencing the nature of future business, means they are becoming increasingly irrelevant.

So look out the 'Lone-wolf' Salesperson and those that rely on ‘Blind Faith’.

 Many salespeople are 'individuals' who like to operate independently and drive their own success in Sales. In ensuring they reach or exceed their Sales targets, achieve financial bonuses and build organisational dependence on their success, the 'lone-wolf' salesperson prefers to operate in isolation and do 'whatever it takes' to achieve results and success. Although these salespeople can ensure an organisation meets its revenue targets, they can also create disruption within the organisation and a tension between Sales and Operations.

Furthermore, this type of Salesperson may not 'Sell' with the best, long-term strategic interests of the organisation in mind. The unintended consequences of a reliance upon the 'lone-wolf' include the wrong type of clients working with a business, an organisation competing in the marketplace predominantly on price, and a 'disconnect' between the strategy of the organisation and the nature of the work generated.

The future will require salespeople who intimately understand the strategy and vision of an organisation and work collaboratively to achieve Sales success that builds long-term value for the organisation and the customer. 


Picture
Is there a 'Lone Wolf' element on your sales team?

Learn more - get your White Paper at http://www.banjargroup.com.au/sales-shift-2020.html

0 Comments

Characteristics of Salespeople

9/4/2014

0 Comments

 
Picture
Do any of your salespeople have the characteristics detailed blow?

If so, grab them, hug them and clone them!

These five traits are not only key to their success, and obviously that of your business, but will be critical to continued success on the future.

It is from this strong foundation that these professional sales people will grow, adapt and thrive in the new business environment.  They will take challenges head on with enthusiasm and vigour.  They will not be daunted by the future but rather be excited by the opportunities this presents.

Is this how your sales team are behaving?

·       Customer Service Orientation - Making efforts to listen to and understand the customer. Anticipating customer needs and giving high priority to customer satisfaction

·       Curious and Inquisitive - Remaining positive and upbeat about the future and their ability to influence it to their advantage. Constantly looking for opportunities.

·       Creative –Coming-up with new ideas and original solutions to move things forward and being flexible in their approach.

·       Energetic and Active - Demonstrating passion and energy when communicating goals, beliefs, interests or ideas they feel strongly about and generating results through activity.

·       Professional - Having a strong belief in self and one's abilities to accomplish tasks and goals. Representing the organisation appropriately and responsibly. 


Picture
How about you do an audit on your sales team.
Where are the gaps?

Learn more - get your White Paper at http://www.banjargroup.com.au/sales-shift-2020.html  
0 Comments

Competencies of Salespeople

3/4/2014

0 Comments

 
Picture
Everyone is different, that’s a given. BUT, our insight reveals there are particular competencies that are the standard of successful and influential sales professionals.

It is our belief that the following competencies have, and will continue to be, crucial to success in Sales:.

·       Planning - Taking a well-ordered and methodical approach to tasks to achieve planned outcomes.

·       Attention to Detail - Paying attention to detail in order to produce high quality output, no matter what the pressures.

·       Communication - Using verbal communication effectively as well as expressing ideas clearly in e-mail, proposals and other written communication.

·       Listening Skills – Seeking to genuinely understand other people by paying full attention to what they are saying and respecting their perspective.

·       Questioning Skills – Asking open questions that cleverly help the client identify challenges and opportunities. 


Picture
Does your organisation's Sales team have the competencies required to build sustainable sales success?

Learn more - get your White Paper at http://www.banjargroup.com.au/sales-shift-2020.html  

0 Comments
    Picture

    Author

    Mike is a Sales Scientist who is passionate about sales and the art and science of selling.

    View my profile on LinkedIn

    Enter your email address:

    Delivered by FeedBurner

    RSS Feed


    Archives

    June 2014
    May 2014
    April 2014
    March 2014
    February 2014
    December 2013
    November 2013
    October 2013
    November 2012
    October 2012
    September 2012
    August 2012
    July 2012
    June 2012
    May 2012
    April 2012
    March 2012
    February 2012
    January 2012
    December 2011
    November 2011
    October 2011
    September 2011
    August 2011
    July 2011
    June 2011
    May 2011

    Categories

    All
    Account Management
    Apple
    Best Salesperson
    Characteristics Of A Good Salesperson
    Convert Sales
    Crm
    Customer Service
    Customer Service Online
    Good Sales People
    How To Be A Good Sales Person
    Improve Sales
    Increase Sales
    Innovation
    Key Account Management
    Leadership
    Mindshop Excellence
    Online Shopping
    Opportunity
    Presentation
    Presenting
    Problems In Sales
    Recruitment
    Sales
    Sales Behaviours
    Sales Books
    Sales Coaching
    Sales Commission
    Sales Commissions Plan
    Sales Funnel
    Sales Management
    Sales Management Change
    Sales Manager
    Sales Meetings
    Sales Opportunity
    Sales Pipeline
    Sales Plan
    Sales Qualities
    Sales Shift
    Sales Story
    Sales Strategy
    Sales Success
    Sales Talent
    Sales Team
    Sales Techniques
    Selling And Social Media
    Selling And The Internet
    Selling In Tough Times
    Selling Price
    Steve Jobs
    Training

The BANJAR GROUP   building sales growth
Boilers Best Bits - a blog that covers everything sales and selling!