Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/430/Sales-team-Productivity-20--per-year.html http://www.evancarmichael.com/Sales/430/Sales-team-Productivity-20--per-year.html It’s that time of year again and this newsletter is about two of my clients. One is creating capacity in his sales team to meet the challenges of the New Year – and the other – is writing a compensation plan to change behaviour to meet the challenges of the New Year. There is a cliché that says that you shouldn’t expect better results if you continue to do the same things – do the above points sound like last year? Our newsletter this month is about doing things differently. http://www.evancarmichael.com/Sales/430/RoP--Return-on-Prospecting--inventing-a-better-mousetrap.html http://www.evancarmichael.com/Sales/430/RoP--Return-on-Prospecting--inventing-a-better-mousetrap.html The majority of sales teams we consult are still forced to cold-call and produce quantity in an attempt to fill the funnel of the pipeline. The definition of “cover” was some mythical rule-of-thumb like 3:1 meaning 3 times value in pipeline to cover target. Little regard was given to sales “cycle time” or time left in financial year – the mantra 3:1 became a KPI and we’ve seen salespeople fired for not driving pipeline! How silly can that be? Quality prospects which meet our engagement criteria and a 1:1 win ration means we don’t add lost cost-of-sale to the cost of those we win. We’ve seen sale teams DOUBLE their attributed product profit margin by changing the way they prospect and engage. Register to download this FREE white paper on the new trend to limit cold-calling and how to utilise the salespeople’s freed up time to SELL! http://www.evancarmichael.com/Sales/430/ROSI-Return-on-SUNK-Investment.html http://www.evancarmichael.com/Sales/430/ROSI-Return-on-SUNK-Investment.html Gen. Eric Sinsek (US Army) If you don’t like change, you’re going to like irrelevance even less! Not being too quick – it took me some time to understand that it was ME and my PRODUCTS relevance he was talking about – and that leads me (rather tenuously) to my subject for this quarters newsletter – ROSI Return on SUNK Investment http://www.supersmous.co.za/DownloadFiles/ROSI.pdf file 5 pages 299KB. http://www.evancarmichael.com/Sales/430/Distinctive-Value-Propositions-DVP.html http://www.evancarmichael.com/Sales/430/Distinctive-Value-Propositions-DVP.html Enterprises should have a formal strategy to define what customers perceive as value and build solutions that deliver on those perceptions. Have you thought of engaging a marketing function to articulate specific customer value for a specific sales opportunity? http://www.evancarmichael.com/Sales/430/Pipeline-Management-Tool.html http://www.evancarmichael.com/Sales/430/Pipeline-Management-Tool.html Brian Tracy - Optimism is the one quality more associated with success and happiness than any other! No one can ever accuse a person of being less than optimistic when they enter the sales profession – by default, if you’re not optimistic you’ll get ground down into a fine powder in a few months – if your clients don’t do it, your “support systems” will! http://www.evancarmichael.com/Sales/430/Market-Research-Report--What-matters-in-B2B-selling.html http://www.evancarmichael.com/Sales/430/Market-Research-Report--What-matters-in-B2B-selling.html You don’t have the time to read 36 pages of “golden bullet” information. But, you think you may have a problem with your sales process and wonder continually how and what you can do to improve your chances of the majority of your team making 100% and more. http://www.evancarmichael.com/Sales/430/Productivity-Study--Sales-force-effectiveness.html http://www.evancarmichael.com/Sales/430/Productivity-Study--Sales-force-effectiveness.html Based on a Proudfoot Consulting study, salespeople were asked to give a realistic estimate of the time they devoted to five categories of activity. They were then questioned on how much time they would ideally like to spend in each category. Finally, they were observed on the actually time they used on each. (Hint: are you measuring these or at least showing your team that they are important?) Then, they were observed on how effective they were, scoring them in eight key areas of competency. (Hint: are you looking for, training and coaching these competencies in your team?) Full study can be found at; http://www.supersmous.co.za/DownloadFiles/Productivity StudyV2.pdf http://www.evancarmichael.com/Sales/430/Why-should-you-consider-coaching-the-sales-team.html http://www.evancarmichael.com/Sales/430/Why-should-you-consider-coaching-the-sales-team.html Executive Overview Why should you consider coaching the sales team against a defined process as opposed to “traditional” Sales Training? This study pulls together a number of concepts based on our experience in the field and studies done within sales teams who have benefited enormously from systematic training. After reading this study you should have a clear understanding of the issues that influence training decisions. You will understand the dynamics of delivering consistent return from training and the vital role played by the front line sales manager/supervisor in effective delivery. full article at http://www.supersmous.co.za/DownloadFiles/QuadS-Why_Coaching.pdf