Procurement professionals are Sales’ best friends
Heads-up to the procurement professionals. They deserve respect as they need to constantly navigate between their company’s financial requirements, the ever-increasing costs of a running operation and the significant investments made with their suppliers. However, far too often and especially at year-end, we see rebate and discount practices in the market. Out-of-the-blue requests are made […]
How to recruit Sales people?
Wanted! Companies recruit when they have to, when there’s a vacancy. Time pressured, corporates call upon their internal recruitment services to initiate a … remote search and selection, or they eventually call upon a recruitment firm, ‘specialised’ in all disciplines, cross-industry. The never-ending onboarding put aside, the 1st step in mis-recruitment is taken. In growing […]
We have a new Sales!
You finally succeeded to recruit 1 of the rare Sales ‘professionals’, representing only 5% of all Sales out there. And next? ‘We have a Sales onboarding process!’ This is what we hear from corporates. Corporates have processes for everything, they are ‘built to suck’, isn’t it Joseph Jaffe? To us, an onboarding process sounds like … let’s […]
Lightspeed onboarding van nieuwe Sales
You ask The lifespan of a Salesperson per company is declining to … on average 21 months. A valid question arises: “How will that Salesperson be able to pay for themselves, as quickly as possible, multiple times over?” We answer Onboarding a new Salesperson should take a maximum of 3 days “Yes, but we have […]
Targets setting and valiable payments
Targets setting and variable payments When my yearly targets were set, I intuitively started crying. ‘Com’on, Bru, we’re used now to your recurring sadness at the FY kick-off and your contrasting exuberance at the year-end.’ Allow me to share some recommendations related to targets setting and variable payments. This is the process: 1. Bottom-up outlook […]
A CRM without Sales process is a dead container
SCOOP: HubSpot versions powered by The Reality Circle® What if your CRM gets opened as frequently as a beer tap in a pub? To promote CRM adoption, Sales professionals ask to be lead through their Sales process while keeping control over the Buying process of their clients. Keeping control over both processes will drive their […]
Low hanging leads
We hear it daily: ‘We want more leads!’ And at the same time, the phone seem to weigh 30 kg heavier when calling a prospect: ‘Yes, because cold calling is dead, especially now!’ It gets even worse: ‘And by the way, I’m too busy with my existing customers, so let’s involve a Tele Marketing Agency’. […]
Forecast accuracy: CEOs top 2 priority
Forecast accuracy is the number 2 answer (76%) to the never-ending ‘What’s on the CEO’s radarscreen?’ survey hold by The House Of Sales If forecasting is inaccurate, you have stock volatility when your company is listed, delivery issues when you are in production or billability concerns when you are delivering services How can you expect […]
The 5% Sales professionals
You ask A frequently asked question we get, is: ‘How can Sales make a difference between winning and losing in a context in which all products and services seem lookalikes?‘ We answer First, Sales professionals – only 5% of all Sales out there – prove to be experts in the business of their clients, what […]
Get insights from the outside
From the outside the perspective is different. In addition, third party insights are not biased. At the start, Sales Directors tend to perceive a Sales Audit or Quickscan as threatening. It should not be the case. When an external party runs a Quickscan, the Sales Director will get different and refreshing insights into his Sales […]