Level Five announces further dates for Sales Performance Improvement Workshops for Sales Managers.
March 22nd, 2010 | Written by: Level FiveJoin other senior business managers for 24 hours to discuss current sales performance related issues, challenges and opportunities, share ideas and best practices – and network with peers. (more…)
SolutionSpeak Workshop
March 5th, 2010 | Written by: Level FiveChanges in the global economy, increased competition and a revolution in the ability to access information have altered the selling environment. So how do successful salespeople keep up with these changes while increasing revenue streams?
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Training That Really Works
September 25th, 2009 | Written by: Level FiveClients and prospective clients sometimes see us as “naysayers” when it comes to discussions around sales training. Well, we have to admit that we are not really raving fans about how most companies and many of our competitors approach sales training. So let’s just take a quick look at how many organisations we look at have previously approached sales training selection and implementation. (more…)
Opportunity Based Sales Management and Coaching
September 25th, 2009 | Written by: Level FiveThe management and coaching of sales personnel is a labour intensive past time for Sales Managers who typically have a myriad of day to day areas of focus and just finding the time to do so can be challenging. The prevailing approach to coaching individual sales people is to regularly review performance against target and other Key Results Areas and Key Performance Indicators. Whilst this is a quite logical and seemingly reasonable approach to coaching and monitoring an individual’s selling performance, a coaching and management modus operandi based on macro level monitoring of monthly and annual revenue performance achievement delivers minimal real value to salespeople deeply motivated to develop and achieve. (more…)
How to Get New Salespeople to Speed Faster
September 25th, 2009 | Written by: Level FiveOne of the key challenges Sales Managers face is that of inducting and orienting new sales personnel in their roles with a view to them becoming sales productive as early as possible. All too often we see new sales personnel being allowed “grace” periods of four to six months and more, primarily because the sales organisation lacks a sound process for inducting and establishing new sales people on the path to productivity and success. Whilst induction programs for sales personnel exist in approximately 45 % of companies we have audited, they are less often followed in a disciplined manner and of the 45%, less than half possess what we would view as a comprehensive sales induction and orientation process. (more…)