How did your Sales Team use the extra week in May effectively?

May always gives sales teams an extra week to deliver their monthly/quarterly results (thank you May), so I wonder how your teams used their extra week to good effect?

The market has tightened even further now as you will have noticed. 3.8% inflation means an interest rate cut is not imminent, meaning we as salespeople will need to continue to battle for share of wallet and share of market. The skills required in this market are very different to what was needed prior:

• Ability to influence
• Ability to value add
• Ability to sell commercially (preserve margin through reduced cost of sales and reduced customer acquisition costs), and reducing cost to serve without diminishing the experience or value delivered to the customer. Most sales people need to be educated about what this means for them in practice.

If you haven’t already, it’s time now to re-examine sales structures: how are you allocating accounts, how are you aligning people and roles to generate maximum returns? And, where else in the business do you need to realign in order to retain great sales talent and customers? Contrary to belief, customers aren’t always lost by sales even though they’re the ones under constant scrutiny. And if you don’t address where else in the value chain that disconnect is occurring, you may also lose great sales talent.

We need great customers and great sales people now more than ever.

If you want to participate in the Next Level Sales Impact program, I have a June incentive for you. If you want to complete it and provide a video testimonial, I have a special rate just for you. Email me to access that special code: [email protected]

Thank you to Ron Tomlian, Heather Warner, Stephen O Keefe and John Broons for inviting me in for TEC workshops in May.

If you haven’t already subscribed to my podcast you may want to come with a pen and paper in hand to capture the gems that roll out of Jodie Hawkes’ mouth as she describes her sales organisation Bowhill Engineering – if an engineering company can do it, so can you! Everything is oriented towards being valuable and of service to “the customer”....Thank you Jodie.

And you may want to consider Carefrontation as Jerry Kleeman shares his secrets to a constantly filled pipeline.

An episode drops weekly (and I know it’s me saying this) but they are filled with ideas, insights and success secrets you can use right now: why wouldn’t you?

So grateful to you for supporting me. Please reach out with challenges, topics or ideas for me – it might be a video on LinkedIn, a course you’d like to attend or a guest focus for the podcast.

Until next time,

Warm Regards

Ingrid?

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